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Every executive shares the same dream: “I’m going to hire a great salesperson who brings millions of dollars of business with him, already knows how to sell our stuff, and I will master my golf swing.”

This is a wonderful dream, but it is just that — a dream.

Reality is that, more often than not, executives are disappointed in the salespeople they hire. That disappointment turns into blame. Of course, it’s the salesperson’s fault when expectations are not met.

That’s not always the case. There are certainly instances when the finger can be pointed at the salesperson when success is not achieved. However, there are also plenty of times when the blame resides at the executive table.

Here are three keys to avoiding a sales-hiring nightmare.

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Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at or 763.416.4321.

  • John Zielke

    The last idea of sales on boarding is so key to making it successful. Sales stars want to sell but if the process becomes bogged down because of lack of knowledge on how to bring the sales into the company. That prize recruit becomes disillusioned on lose sight of the goal

  • Vince

    Very well thought out and written. The problem I see is a company leadership in charge of hiring sales people don’t and won’t take the time to read this and understand the steps to take to fix their problem. I’m reminded of the old phrase ” that’s the way we’ve always done it”, and that kind of thinking will stop a company from any growth faster than a New York minute.

  • Eric McDougal

    On boarding is such a key element to success for sales talent at any level. Great article.