“Some of the greatest impediments to effectiveness are the issues of yesterday, which still confine our vision.” — Peter Drucker
In nearly every industry segment, I see companies holding on to a “sales by the numbers” strategy where management believes if enough sales professionals are hired, some of them are bound to produce.
Sales by the numbers is really another way of saying, “This is the way it has always been done” or “This is the way I did it when I was selling 20 years ago.” In reality, this
approach results in massive wasted lead generation, high turnover and low productivity.
In my opinion, a much more effective, efficient sales strategy is to implement a systematic hiring process that enables managers to hire better quality sales professionals. Improved productivity and low turnover are the logical outcomes of this approach.