When sales results fall short, it's easy to assume you have a people problem. Sometimes you do. But often, what looks like a hiring or performance problem is a symptom of something larger.
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Maybe you've hired good salespeople who aren't producing. You're not generating enough new business. A strong salesperson isn't succeeding as a manager. Or you're still too involved in sales because the team isn't performing without you.
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Before changing people, you need to understand what's actually getting in the way—the person, the role, the sales environment, or the way the team is being led.
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Maybe the Salesperson isn't the problem.
Before You Hire Another Salesperson, Understand Why the Last One Didn't Work.
I've spent more than 20 years leading sales teams, hiring salespeople, and making many of the same difficult decisions Presidents and Founders face today.
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That's why I don't start with a job description or a stack of resumes. I start by understanding your business- where growth needs to come from, who your salesperson needs to reach, how they'll sell, what success looks like, and the environment they'll be expected to succeed in.
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Only then can you define the salesperson your business actually needs.
A Better Sales Hire Starts Before You Meet the Candidates.
The Intentional Sales Hiring System takes the guesswork out of hiring by first defining what success requires in your business, then using an objective process to identify the salesperson most likely to deliver it.
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1. Design the Sales Environment
Clarify where growth needs to come from, who you're selling to, how the salesperson will sell, and what success looks like.
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2. Build the Sales Role Blueprint
Define the role, responsibilities, expectations and sales competencies required to succeed in your unique environment.
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3. Identify the Best Fit
Combine objective sales assessment data with structured interviews and experienced judgment to determine which candidates are most likely to succeed.
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Clients say:
Brian helped me uncover blind spots I didn’t realize I had as a CEO.
Brian helped me uncover blind spots I didn’t realize I had as a CEO. He brought structure to our sales process, challenged the assumptions we were making, and helped our team stop blaming the market and focus on what we could control. The assessment and coaching process created several ‘aha’ moments around how our team was wired to sell. Brian helped us better understand our strengths and gaps, build a stronger sales foundation, and make more informed decisions around hiring and development.
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Mary | CEO | Wellness Industry
Brian helped me find the right salesperson on the first hire.
Before working with Brian, I was trying to balance sales and operations, which meant neither was getting the attention it deserved. Brian simplified the hiring process by using an objective assessment and screening system that eliminated the guesswork and saved me from sorting through dozens of applicants. We found the right salesperson on our first hire, freeing me to focus on growing the business and leading the company.
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Curtis |Vice President | Manufacturing company