Sales Hiring Strategy and the Killer Flaw (Requires 20 seconds to read)

In most companies, when it comes to sales hiring, the Human Resource group finds candidates while the sales organization makes the hire. To build successful sales teams, obviously the sales and HR departments must work closely together, but in the majority of organizations, only one of these two departments is measured on the success of the sales hire. To put it another way, the two groups are focussed on different prizes and and that’s the killer flaw that prevents many companies from building great sales teams. And its not the fault of HR. The responsibility of aligning goals amongst departments rests with the leadership of the organization and any CEO who is focussed on sales growth needs to have an HR department that not only intimately in tune with what sales success means, but is also measured on whether new hires meet quota within the first or second year or whatever evaluation period is appropriate. Radical? Maybe. Unusual? Yes, but so are high performing sales teams.

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