The Laid-Off Salesperson Problem

When sourcing and phone screening, we tend to come across salespeople who have been laid off from a previous position.  Layoffs are obviously a common occurrence in business, but they are problematic in sales. Most companies do not lay off salespeople who are closing profitable business.  Granted, some companies view salespeople as an expense and assume the customer relationship will remain – big mistake.  Some smaller companies are family owned and keep the family members employed as the business contracts.  There are always exceptions, but they are not the rule. When we encounter a salesperson who has been laid off, we immediately look for logical specifics regarding their shortened tenure.  The… Read More

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