Why Do You Need to Hire Top Salespeople?

Monday, 21 March 2016  |  Tuck Mixon

Because Bottom 50% Salespeople Cost You Millions!

You know that top salespeople produce way more business than bottom sales people. And when you do the numbers, you might be surprised how big the difference is.
 
 
A recent study of 50 sales forces for InsightSquared found the following:
  • While the bottom half made only 49% of quota, the top half produced 159% of quota.
  • The top 50% of salespeople produced 326% more net new revenue than the bottom 50%.  
  • On a million dollar quota, that means top salespeople produce $1.1 million more annually than bottom salespeople.
This difference matters because most companies only hire top salespeople 50% of the time. Because most only get good salespeople about half the time, not hiring good salespeople consistently is a common frustration for sales leaders. How about you - do you hire top salespeople consistently? Or are you like your peers; your chance of hiring top salespeople is like a coin flip. Sometimes you get it right, and sometimes you don't. 
 
The good news is you can increase your success rate from 50% to over 90%. People find this proven approach helps them hire better salespeople with less effort. The STAR hiring method gets predictable results; over 92% of salespeople hired are in the top half of the sales force within 12 months. Best of all, because it works and because it makes hiring easier, people don't resist it. They do it.
 
If your sales hiring success rate is less than 80%, it makes sense to fix it. Get our free report How to Hire Top Salespeople or if you already know you want to fix your Sales Hiring Process, schedule a Free 30 minute Sales Hiring Strategy session with Tuck Mixon.
 
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The difference between top and bottom salespeople is even more stark when you look at performance by quartile. Look for details in a future post.

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