MDM Premium
Need Help? (888) 742-5060

In The News:

More From Mdm

Uncover Unexpected Cross-Selling Opportunities

Tip: Make Sure Your New Hire's Past Matches Your Company's Future

July 18, 2012

Why doesn't a new hire's success in the past transition to success in a new position? The problem could be that success achieved in his past sales life isn't lining up with factors needed for success in the new position, according to Colleen Stanley in Can This Sales Dog Hunt?

Your company may be selling a product that is viewed as a luxury rather than a requirement – which requires a different selling approach. Or the salesperson may have relied on a well-known brand name rather than his own prospecting skills to get in the door.

A mistake many smaller companies make is hiring sales talent from the Fortune 500 world. This salesperson often flounders in his new environment because he is not used to working without the resources found in a more established organization.

While past behavior is the best indicator of future results, you have to make sure your new hire's past matches with your company's future.

© 2017 Gale Media, Inc.

Please do not reprint MDM's content on your website without MDM's express permission as it is copyrighted material. To gain permission, email us, or call 1-888-742-5060. For information on PDF or print reprints, visit MDM welcomes inbound links from your site. Please cite Modern Distribution Management.

Post a comment to this article

Partner Center