Recruiting the wrong sales people can be a very expensive exercise. An average £25,000 per year salesperson, can cost more than £12,995 to recruit, train and pay for three months. If they fail in the fourth month then you will not get a penny back.

Worse still is the lost opportunity for new sales or the damage to a client relationship. If your business cannot effectively recruit good salespeople it causes major sales growth problems, including:

• Lack of qualified opportunities in the pipeline
• Difficulty positioning value
• Late into new opportunities and frequently reactive
• Boom and bust attainment of targets
• Lengthy sales cycle with frequently no decisions
• Time wasted pursuing unqualified opportunities
• Difficulty selling complex solutions and closing majors deals
• Failure to realise potential in existing accounts
• Huge variation in sales forecast accuracy