Having spent a significant portion of my career in a hiring manager function, I know full well the pain and stress that goes into finding the right person. The importance of this is amplified when considering that globally 30-50% of new sales hires may leave or be terminated in their first 6 months resulting in wasted time, effort and a poor return on investment.
Several factors can contribute to salespeople failing within this first 6 months of the role. Here are some of the main reasons:
Lack of Proper Onboarding: We’ve all seen a person turn up for their first day and their systems access hasn’t been provisioned or their device hasn’t arrived. This all contributes to a poor experience and this together with an inadequate or ineffective onboarding processes can leave new sales hires feeling unprepared and ill-equipped to succeed in their role. Without proper structure, training, guidance, and support, they may struggle to understand the company's products/services, sales processes, target market, and value proposition.
Insufficient Sales Skills: Some salespeople may lack essential sales skills such as prospecting, communication, negotiation, objection handling, and closing techniques. Without these skills, they may struggle to effectively engage with prospects, build rapport, and close deals. This is often a byproduct of the hiring manager wanting to fill the vacancy quickly at the detriment of the right person and while these skills can be taught, this will extend the ramp up time required.
Poor Fit with Company Culture or Values: Depending on the size of the business there may be several discrete cultures ie: Sales Culture, department culture, company culture. A mismatch between a salesperson's values, work style, or personality and the company's culture can lead to disengagement and underperformance. Salespeople who do not feel aligned with the business’s values or goals may struggle to stay motivated and may ultimately fail to meet expectations.
Inaccurate Expectations or Misalignment: If there is a discrepancy between the expectations set during the hiring process and the reality of the sales role, it can lead to frustration and disillusionment for new sales hires. Clear communication, transparency and alignment between the employer and the salesperson regarding job responsibilities, targets, compensation, and career advancement opportunities are essential to mitigate this risk.
Lack of Support and Mentorship: New sales hires may struggle if they do not receive adequate support, mentorship, or guidance from their managers or colleagues. Without ongoing feedback, coaching, and opportunities for skill development, they may feel isolated or unsupported, leading to decreased confidence and performance.
Inability to Adapt to Rejection: Sales roles often involve facing rejection and overcoming objections from prospects. Salespeople who are unable to cope with rejection or who take rejection personally may become demotivated and may struggle to persevere through challenging situations.
Lack of / Failure to Build a Strong Pipeline: Generating and maintaining a solid pipeline of leads is essential for sales success. Salespeople who fail to prioritise prospecting activities or who struggle to identify and qualify leads may find themselves with insufficient opportunities to meet their sales targets.
Ineffective Time Management: Poor time management skills can hinder a salesperson's ability to prioritise tasks, focus on high-value activities, and maximize productivity. Salespeople who become overwhelmed or distracted by non-essential tasks may struggle to achieve their goals within the allotted timeframe.
Addressing these challenges requires proactive measures from both the salesperson, and their manager or business, including comprehensive onboarding, ongoing training and development, regular performance feedback, and a supportive and inclusive work environment. If any of these pieces are missing it can severely impact their success and ultimately the return on investment the business receives from the hire.
Whether you find yourself struggling to hire the right sellers or don’t have the experience to provide the right level of onboarding, I offer a range of services that can assist in ensuring your give your next hire every opportunity to succeed.
This hiring consulting service if offered as a fixed price with a success guarantee to ensure your investment is worthwhile. Connect below to find out more.
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