Hiring business development staff is always a challenge for IT companies. Sales managers and senior executives hope that “this one works out”, but more often than not, it doesn’t work out.
And it’s not the hired salespeople’s fault. Imagine you put the world champion swimmer Michael Phelps into a relay team with some teenagers who are the best swimmers in their schools, and send them off to the world championship.
What can you expect?
Not much really.
Those teenagers are excellent swimmers at their own levels, but they have a long way to go until they can swim in a team with Michael.
It’s not the kids’ fault. It’s the environment that is not appropriate for their levels of proficiency and experience.
And this is why so many salespeople fail in their new positions, even those who were superstars in their previous jobs.
So, in this issue of Tomicide Solutions we take a closer look at how the organisational environment shapes salespeople, so their performance is either helped or hindered by the business development environment.
So, for the rest of the article, follow the link.