Perhaps the single greatest key to sales success is hiring the right sales people. Get it right and you can accelerate sales. Get it wrong and you waste a lot of time and resources, and miss closing important deals.
5. 5
How to identify baseball talent?
Compared to Avg. Human
• Eyes 12% faster
• Ears 10% faster
• Attention & Quickness
1.5X
6. 6
How to identify baseball talent?
“If baseball-club owners take the hint from the Ruth
experiments, they can organize a clinic, submit candidates to
the comprehensive tests undergone by Ruth, and discover
whether or not other Ruths exist.”
-Hugh S. Fullerton, Columbia University 1921
8. 8
Why is hiring a problem in Sales?
2X Turnover 2X Salary
Opportunity Cost in Lost
Sales
Compared to other
professions
$7,500
Average Recruiting &
Onboarding Costs
10. 10
Avg. Annual Turnover 26% (Sources: SHRM & Journal of Personal Selling & Sales Management)
Avg. Rep Count 30
Avg. Replacement Hires 7
Avg. Replacement Cost $215,000
Total Hiring Costs
$1,505,000!!!
What does this mean for my organization?
11. 11
How do sales organizations solve this problem today?
Experience EducationGPA
12. • Ivy League school
• 10+ years experience
• 4.0 GPA
• Fortune 500
• Endlessly resilient
• Hungry to learn
• Understands people
• Desires to be the best
TalentSkills & Experience
Who are your best salespeople?
18. Behavior-Prediction is Notoriously Difficult.
Cognitive Processes are often not Rational
People use memorable experiences to infer future outcomes
Memorable experiences are generally negative and few
“Negative and few” is a perilous basis for generalization