Hiring Salespeople is Like Signing Free Agent Baseball Players

Posted by Dave Kurlan on Mon, Jun 18, 2007 @ 23:06 PM

Being in Boston, I get to see the ups and downs experienced by the Red Sox first hand. One of the things that they've proven is that when it comes to bringing talent to Boston, if the player has succeeded elsewhere, it doesn't necessarily follow that they will succeed in Boston.  Their three most recent shortstops, all certified busts in Boston, are good examples of that.  Two years ago it was Edgar Renteria, who is hitting over .330 for the Braves this year.  Last year it was Alex Gonzalez, who has hit 12 home runs for the Reds this year.  And this year it is Julio Lugo, who hit .308 for Tampa Bay last year.

Being a sales force development expert, I get to see the good and bad for companies that recruit salespeople.  The results are very similar to those in Baseball.  Just because a salesperson has had success in the past, it has little to do with whether they will succeed in a different company, industry or selling environment. Yes, selling is selling is selling.  However, if you have the highest prices and your new salesperson has only had success selling the low cost leader, chances are he will fail when he joins your firm.

There are many factors that contribute to a salesperson's potential struggles and you must be able to identify all of the factors and the sales candidate's ability to succeed when facing those factors.

In Boston, it's the pressure that prevents many good ball players from succeeding.  In your company it may be a one call close, the need to call on the CEO, the amount of money your salespeople must ask for, the number of competitors, or a host of other factors. A strong candidate has already had success selling with those challenges.

© Copyright 2007 Objective Management Group, Inc.

Topics: recruiting

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader