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October 28, 2011
An Insider’s Guide to Hiring Regional Sales Managers: A Sales Consulting Firm Case Study
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Bob explained to me that he turned over 17 of his sales managers in 2010, which was 3x the normal amount. He was looking for a referral to a recruiter that might help him hire a few regional sales managers.
I suggested to him he may want to discover what was causing the increase in turn over prior to contracting with a recruiter. Bob stated he “had it under control” and just needed to fill the spots before the New Year began.
I provided Bob a few names of recruiters our sales consulting firm has used in the past, wished him luck, and thought nothing of it.
Earlier this week, I was watching the World Series and Bob sent me a text asking for a quick chat. During the 4th inning, Bob explained to me that the recruiters I provided him last year filled all 17 spots, as he wanted. However, 13 of the regional sales managers hired have since quit. Before I could ask a question, Bob says “I don’t want to hear I told you so. I need your help. When can you start?”
You do not have to suffer as Bob is.
Here is what we plan on doing for Bob. If you are hiring RSMs, give it a shot.
15 Steps to Hiring Top Regional Sales Managers
It is too early to report Bob’s results. However, I wish you could have listened in on the exit interviews we did with the regional sales managers who recently quit. I asked each of them if they felt if these 15 steps would have made a difference. Many said yes, especially steps 2-5. Have you thought through these?
Hiring regional sales managers is critical to making the number. RSMs are the connective tissue between the corporate sales strategy and field execution. It is too essential a task to leave up to recruiting firms, internal recruiters, and/or human resources. Each plays a role but each needs to partner with the VP of Sales in order to be successful.
If you can see yourself in this sales consulting case study, you might want to pick up our book on this subject. Or, if you don’t feel like reading a book, here are some great sales consulting resources specific to the subject of regional sales managers, here, here, and here.
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