{"id":870,"date":"2007-05-01T13:32:47","date_gmt":"2007-05-01T18:32:47","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/how-to-lose-revenue\/"},"modified":"2007-05-01T13:32:48","modified_gmt":"2007-05-01T18:32:48","slug":"how-to-lose-revenue","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/how-to-lose-revenue\/","title":{"rendered":"How To Lose Revenue"},"content":{"rendered":"<p>CareerBuilder.com offers a short article titled <a href=\"http:\/\/www.careerbuilder.com\/jobposter\/small-business\/article.aspx?articleid=ATL_0093COSTOFUNFILLEDPOSITIONS\" target=\"_blank\">The Cost of Leaving a Position Unfilled<\/a>.&nbsp; Now that is an important understanding when it comes to hiring salespeople &#8211; the choice to do <em>nothing<\/em> comes with a price.&nbsp; First a reason that drives our business:<\/p>\n<blockquote>\n<p>When you receive the green light to make a new hire, your company needs you to move on it right away. It is easy for a hiring manager to sit back and tell themselves, as well as those counting on them, that they will get around to beginning the recruitment process shortly.<\/p>\n<\/blockquote>\n<p>Exactly.&nbsp; Most sales managers were not hired to spend the balance of each day hiring salespeople.&nbsp; These tasks, although important, take a back seat to the more pressing need of generating profitable revenue.&nbsp; Fair enough.&nbsp; The problem becomes more complex when an inefficient and unreliable process is used to hire the salesperson.<\/p>\n<blockquote>\n<p>Facing the candidate search process can feel overwhelming if you do not hire frequently. Fight the temptation to procrastinate or to make claims that you do not have enough time to write a job description, sort through resumes, and interview potential candidates. Ironically, these are some of the reasons why you need to fill the open position as quickly as possible.<\/p>\n<\/blockquote>\n<p>We help companies with this process by using <a href=\"http:\/\/www.selectmetrix.com\/Recruiting_Main.html\" target=\"_blank\">a far more efficient, reliable approach<\/a> that frees the sales manager up to focus on revenue generation.&nbsp; The approach listed in the article is time-consuming so I suspect most sales managers are not enthused about spending their time in this inefficient manner.<\/p>\n<p>The rest of the article contains a fairly simple equation for calculating the cost of unfilled positions.&nbsp; Simple as the formula is, imagine what the dollar amounts are for open sales positions?<\/p>\n","protected":false},"excerpt":{"rendered":"<p>CareerBuilder.com offers a short article titled The Cost of Leaving a Position Unfilled.&nbsp; Now that is an important understanding when it comes to hiring salespeople &#8211; the choice to do nothing comes with a price.&nbsp; First a reason that drives our business: When you receive the green light to make a new hire, your company needs you to move on it right away. It is easy for a hiring manager to sit back and tell themselves, as well as those counting on them, that they will get around to beginning the recruitment process shortly. Exactly.&nbsp; Most sales managers were not hired to spend the balance of each day hiring salespeople.&nbsp;&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/05\/how-to-lose-revenue\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[16],"tags":[],"class_list":["post-870","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-e2","jetpack-related-posts":[{"id":576,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/salespeople-are-professional-actors\/","url_meta":{"origin":870,"position":0},"title":"Salespeople Are Professional Actors","author":"Derrick Moe","date":"January 15, 2007","format":false,"excerpt":"Inc.com offers this article - When Is It Safe To Hire? The focus of the article is a software manufacturer's assistance to their rep companies in hiring salespeople. Basically, the manufacturer will provide $10,000 to the rep company to assist them in hiring salespeople. The money can be used for\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":19159,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/10\/creeping-mediocrity-in-your-hiring-process\/","url_meta":{"origin":870,"position":1},"title":"Creeping Mediocrity In Your Hiring Process","author":"Derrick Moe","date":"October 12, 2018","format":false,"excerpt":"Past behaviors are the best indicator of future success. This point is crucial when hiring salespeople for your team.\u00a0 The difficulty lies in deducing if the candidate has the right set of skills to be successful in your specific sale. Here's the ugly truth - \"bad\" salespeople can still have\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1547,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/you-cant-grow-if-you-arent-selling\/","url_meta":{"origin":870,"position":2},"title":"&#8220;You Can&#8217;t Grow If You Aren&#8217;t Selling&#8221;","author":"Derrick Moe","date":"May 2, 2008","format":false,"excerpt":"Isn't that the truth?\u00a0 Entrepreneur.com has an excellent archived article (from 2002) titled Hire and Hire that discusses hiring salespeople during a recession (no, we're not in a recession).\u00a0 The point is valid - economic downturns are the best time to upgrade and\/or expand your sales team. Pick the right\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2304,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/04\/end-my-hiring-misery\/","url_meta":{"origin":870,"position":3},"title":"End My Hiring Misery","author":"Derrick Moe","date":"April 1, 2010","format":false,"excerpt":"Here is a good read from Inc.com on improving your hiring process.\u00a0 The pull quote for me: In my opinion, one of the reasons people do such a poor job in hiring, is that they just want to get it over with,\" Matuson says. \"Really take your time, do it\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":697,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/training-and-retention\/","url_meta":{"origin":870,"position":4},"title":"Training And Retention","author":"Derrick Moe","date":"February 26, 2007","format":false,"excerpt":"CareerJournal.com offers this quick read - Hiring and Cultivating Employees Who Succeed - which covers the critical topics of hiring and retaining top talent. This opening statement obviously caught my attention: Business owner Andrew Field says he used to hire based on gut instinct. No longer. My kind of owner\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1265,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/stuck-in-the-middle-with-you\/","url_meta":{"origin":870,"position":5},"title":"Stuck In The Middle With You","author":"Derrick Moe","date":"October 31, 2007","format":false,"excerpt":"When recruiting sales talent, we often get caught in the middle on one important topic. Timing. Sourcing a strong candidate who is looking to move at the right moment is a complex undertaking. Few salespeople will cash in their current job for blue-sky possibilities which is how most opportunities appear\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/870","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=870"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/870\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=870"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=870"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=870"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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