When Should a Business Consider Hiring a Superstar Salesperson?
Posted by completesalesmanagement on January 5, 2009
By Robert Estupinian
One thing that is very true in just about every situation in life is that, “one size does not fit everyone”. This axiom is very true when it comes to companies and their sales force. Understanding the existing culture of the company and subsequently the management style is important before you begin to add any new personnel to an existing organization.
While consulting with various companies, Robert Estupinian, has often been approached by companies interested in developing a compensation package in order to attract the superstar salespeople in their industry. Although on the surface this is an ideal concept for increasing sales, it can back fire if done incorrectly. One thing to note is the personality trait of a true superstar. A true superstar does not see themselves as a rank and file employee. In fact, many posses the mindset of an entrepreneur and value their independence to create and get the job in the way they see best. In many ways they will represent a value partner rather than an employee.
So the problem arises when there is a disconnect between the values of the company and those of the superstar. A company that is rooted in rules and procedures and has a very structured management style will have a very difficult time keeping a true superstar. Yes, they will be able to recruit these high producing individuals, but often they will lose them just as quickly. The most common mistake made is that companies take these superstars and then ask them to sell and perform according to their set of rules and procedures. The costs in recruiting, loss productivity, and loss opportunity, not to mention damage to customers is enormous.
Robert Estupinian is not suggesting that one management structure is better or worse than another. Rather what Robert Estupinian is saying is that in order to fully realize the benefit of hiring a superstar make sure that they fit within the existing structure first. Furthermore, take a moment to understand fully how they sell and how they conduct business to see if this is the way that works for your organization. Lastly, do not leave this to chance. I work with many organizations in helping them select salespeople and use many tools in determining best fit including psychographical evaluations.
Should you want more information on this subject please contact Sales Consultant, Robert Estupinian at 408-879-7280
