Exclusive: High cost of hiring poor sales staff
David Woods, 06 November 2008
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1 comment on this article.Employers that hire the wrong salesperson waste £82,500.
UK sales performance authority Silent Edge, in association with Cranfield School of Management, found recruiters who hire a salesperson who is not up to scratch throw away, on average, a salary of £25,000, two recruitment fees, missed targets and managers' time costs - approximately 10% of their salary.
Russell Ward, CEO of Silent Edge, said: "Most sales teams have not had to sell in a recession, making it vitally important that businesses are recruiting the most skilled salespeople. In the current market businesses cannot afford to waste time, money and resources in hiring the wrong person before eventually realising their mistake."
Lynette Ryals, professor of strategic sales and account management at Cranfield School of Management, said: "About a million people in the UK work in sales, yet very little has been done on what good sales people actually do in sales meetings."
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John Ranson - 08 November 2008
As a sales trainer of several years standing with many blue chip organisations, I'm surprised to read that "very little has been done on what good sales people actually do in sales meetings" I'm happy to share some knowledge on this subject with whoever may be interested.
I'm in complete agreement that organisations need to recruit the best they possibly can, but shouldn't that apply to everyone they employ not just sales people? Tough trading times will not be combatted by sales people alone, keeping business plays a huge part as well. Perhaps an overhaul of recruiting processes, interviewing capabilities, plus an organisations levels of excellence in customer care might be in order.
John Ranson- Director-smaart people
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