No same rule applies! (Sales hire)

We will google for any information. Being it personal or official, we will get answers. Will we get an answer that is suitable for us? The answer would be mostly NO.

We will tend to fit ourselves into that answer and get satisfied.

With keeping the same situation, let us analyze the business. There are zillion business houses in the World. But very few create footprints in their arena. The entire remaining business houses blindly follow those footprints as if they are also equal to those others.

We can see a lot of these in my business line, the Small and Medium Business area. There are not many similarities among the business houses of the SME segment. But we all feel that we can follow others to become one like them.

The best example is in hiring salespeople. During the initial days of the company, the sales guys play a vital role in the growth of the company by formalizing the sales strategies.

But, when the company stabilizes the business, sales guys will not get the opportunity to play many roles in new strategy formulation. They sometimes will get to fine-tune those already formalized strategies only. The company brand or current client references will take the role of spearheading the part of the sales.

It is not the capability problem of the sales guy. Here he didn’t get the specific opportunity to play those strategists’ roles. He will be a good sales guy to run the already formalized sales strategy.

What happened in the market now is, a new company will check the profile of these sales guy and feels that they have won many large deals and so if they hire those sales guys, they are going to bring such deals to their company too.

It may or may not happen. Predominantly it will not happen. This is where the CEOs or the Management of the new company fails. Mostly, only those who have played a vital role in formalizing the business strategy can plan the same role in the new company too. If you hire a hardcore sales guy who was successful in bringing new clients and deals with the collaterals and portfolios of the company may fail big time to play the role of a strategist.

It may not be a failure of the sales guy alone and it will be the failure of the new company too.

You can crosscheck this with the frequent job change of sales guys in the market or with the frequent firing of sales guys by the companies.

Next: No same rule applies! (Business Travel)

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