Why are salespeople so awful?

Have you ever found yourself pondering the prevalence of subpar sales representatives contacting your organisation? Surely, one might think, their superiors must be aware of their inadequacies. Why would they allow their company's reputation to suffer at the hands of salespeople driven solely by commissions, employing aggressive tactics, and failing to generate sufficient business?

Let's look at this in a bit more detail. Who was responsible for their recruitment? It could have been an internal or external HR professional. However, it's important to note that they are not accountable for the quality of the recruitment brief they were given. Who crafted that brief and ultimately extended the job offer? Typically, it's the Sales Manager or Sales Director. One would assume they possess the acumen to recognize a competent salesperson, wouldn't they?

In many cases, yes. However often the individual leading the sales team is the most proficient salesperson within the company, hence their promotion to a managerial role. Consequently, whether consciously or not, they might be reluctant to hire individuals who surpass their own capabilities, as it could potentially threaten their position. That means they might opt to recruit salespeople with lesser abilities, hoping to mould them into shape under their guidance. This decision might stem from a desire to demonstrate added value to the team, making it seemingly safer to hire a good salesperson rather than an exceptional one. The outcome is horrendous, but the reason is understandable.

Thus, if HR encounters challenges in recruiting top-tier sales talent and sales leaders are hesitant to bring in exceptional salespeople, who is left to make these crucial hiring decisions? It's likely that senior management lacks a comprehensive understanding of what distinguishes an outstanding salesperson. Additionally, candidates often perform exceptionally well during interviews but falter once in the field.

This looks like sustained madness. Would you prefer to continue enduring the repercussions of costly failed sales hires, or would you welcome assistance from experts like Sandler who can guide you through the "SEARCH" model, aid in the interview process, and support you in effectively onboarding new hires?

If so and you are based in Hampshire, Sussex, Kent, Berkshire or Surrey, contact me pglynn@sandler.com or 07866 518848