There is one major reason why fast growth companies can’t keep a sales team together. Listen to this episode to learn what that is and how to stop it.
It leaves business executives scratching their heads… The company is experiencing exponential growth, but they can’t keep a sales team together. And, you know the pain that turnover causes. Why do fast growth companies experience high turnover?
Growth requires change, these companies are always in a state of flux. So, if someone is going to be successful selling for the company, she needs to be flexible…be comfortable with constant change.
What these companies are missing is that they aren’t screening their sales candidates for change tolerance. And, this can be easily done with behavioral interview questions and assessment tools. Be upfront with your sales candidates about the culture so they know that things are always changing. Positioned properly, change can be a wonderful opportunity for them and the company.
What’s the worst that happens if you share “change” with the candidates? They withdraw their candidacy keeping you from making a costly hiring mistake.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
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 lsalz@SalesArchitects.net or 763.416.4321.