Sales problems are usually much deeper than they seem

A board I worked with recently wanted to “fix sales.”
Board: We just need to hire more representatives.
Me: So let's hire more representatives.
Board: We have, but only 1 in 150 stay.

[Real number.]

Me: Ok, maybe we have a Recruiting problem?

Recruiter: I can’t find good people.
Me: Why’s that?
Recruiter: Our Glassdoor reviews suck.
Me: Ok, what do they say?
Recruiter: They say the job sucks.

• 100% travel in your car to new small towns every week.

• 100% commission & you don’t control opportunities.

• No training, except for some shady sales practices.

• No support or teamwork.

• Customers complain about the product and service.

• Toxic culture.

Me: Ok, gonna go out on a limb here and say hiring more representatives isn’t the answer.

My takeaway?

If you aren’t prepared to address the REAL problems standing in the way of growth...

You’ll never get sustainable solutions.

You may find some shortcuts…

But throwing NOS in a Pinto only gets you a quarter mile.