The Center for Sales Strategy Blog

Have you ever watched a new salesperson struggle and heard a veteran rep quietly joke, “Another one bites the dust”?

I've seen it happen. And while it's easy to assume the new hire simply didn't have what it takes, the story often starts long before that person walks through the door.

Picture this.

A sales department misses its goal again, and the director of sales is under pressure to turn things around with just seven days left in the month. The sales manager has recently been dismissed, so a successful salesperson is promoted into the vacant leadership role. Now that newly promoted manager is expected to lead the team, deliver results, and fill an open sales position, all while learning a new job that requires a different set of talents.

Under pressure to get someone in the seat quickly, the manager hires a new salesperson. Onboarding is rushed, coaching is inconsistent, and the new employee struggles to gain traction.

Before long, the veteran reps are watching another new hire fail.