dont hire wrong sales leaderThe smartest CEOs I know use a tool called The Bad Hire Cost Estimator. Go here to get a template.  It will help you understand how much the wrong sales leader is costing you.  This tool is to a sales leader hiring decision what a scale is to a weight loss program.  Step on the scale and learn why your pants don’t fit anymore.  Use this template and learn the truth about the accuracy of your sales leader hiring decision.

 

The infographic below illustrates an example of The Bad Hire Cost Estimator in action.  The use case assumptions are as follows:

 

  • Position: Chief Sales Officer
  • Executive search fee: 33% of first year compensation
  • Total Annual Comp: $500,000
  • Salary: $250,000
  • Bonus: $250,000
  • Quota Attainment: 50%
  • Time in the Job: 18 months
  • Severance: 6 month’s salary
  • Mistakes: Ran off 10 top producing sales reps each producing $2 million in revenue

     

(Click infographic to enlarge.)

 

Cost of Mis Hire Infographic

 

(Use the code in the box below to use this infographic on your website)

 

Note: The worksheet template provided is blank.  Plug in your assumptions.  Use this for all roles.  In case you missed it, the template can be found here.

 

There is no decision more important than a hiring decision.  Notre Dame lost to Alabama because Alabama had a better coach and better players. 

 

Do you have a championship team on the field?

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
BIO
ALL PEOPLE

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >