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?
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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.
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