SalesFuel Today

Our research shows that the cost of a bad B2B sales hire now exceeds $177,000. For sales managers, talent acquisition teams, and other hiring professionals recruiting sales talent, one of the most effective ways to prevent bad hires using behavioral assessments is to add objective scoring of candidates’ likely workplace behavior, work styles, and job fit to the hiring process. It’s no longer sufficient to hire based on resumes and interviews alone.

Are you using outdated sales tactics? A sales tactic won’t always be applicable, efficient or appropriate in every situation or time. Salespeople must be able to recognize when a certain action should be avoided.

How many sales reps have left their jobs because they were unhappy with their bosses? Our Voice of the Sales Rep survey puts the number at 47%. A recent Harris Poll report points out that up to 70% of employees report having had a toxic boss at some point. What are the toxic boss signs to look for?

Do you have good sales habits? The right habits make effective sellers. Successful reps have established routines and behaviors that push them above and beyond their goals.

How can you improve your sales hiring outcomes? Hiring sales reps, especially the right ones, has never been easy.  After all, the cost of a bad sales hire for B2B companies is now at $177,171 according to our research. Staying aware of the latest trends and following best practices in sales hiring can make a difference.

Have you mastered the trial close in sales? Trial closing is a strategy that sellers can use to gauge the level of buyer interest.

Back in the day, 500 years ago, job seekers used letters of introduction, or resumes, to obtain new positions. Even then, job seekers emphasized the skills and experience they would bring to a new position. Employers had no way of knowing whether they were telling the truth, unless a trusted individual confirmed the candidate’s claims.

Have you made it a priority to attend networking events? If not, you may be missing plentiful opportunities for leads, new insights and valuable connections.

If there is a secret weapon in the world of B2B sales, it’s knowing the best sales questions to ask. And it’s not about seeking an overwhelming amount of data. It’s more like being a curious and attentive friend who genuinely wants to understand problems and needs.

What percentage of sales managers use sales skills assessments? Our Voice of the Sales Manager survey reports that it is 45%. At the same time, sales managers are faced with a 30% turnover rate. But in some verticals, such as personal services, it’s closer to 35%. Managers can reduce their costly turnover rate by using sales skills assessments and sales aptitude tools.

Does getting sales referrals feel like a tedious task? It shouldn’t! If you’re having difficulty obtaining referrals, it may be time to rethink your approach.

B2B sales champions are the internal advocates who help your solution survive scrutiny, navigate politics, and ultimately win consensus. The finest of these insiders have your back and will plead your case even when you’re not in the room. Given today’s complex, multilevel transactions, there is much to be gained by cultivating these rewarding relationships.

SalesFuel announces new research revealing the average cost of a bad B2B sales hire now totals $177,171, significantly higher than the figure most commonly cited by business leaders for the past decade. The findings were announced during a webinar hosted by Paul Nolan, Editor-in-Chief of Sales & Marketing Management, featuring C. Lee Smith, Founder and CEO of SalesFuel, and Kathy Crosett, Senior Vice President of Research at SalesFuel.

A bad B2B sales hire doesn't just underperform — they drain resources, distort forecasts, and damage your brand. New SalesFuel research puts the average cost at $177,171. Download this free special report to understand every stage of the cost and get a proven framework for hiring smarter based on feedback from your peers.

Are you missing key signals that your sales hiring process needs an upgrade? If your turnover rate exceeds the 30% average we uncovered in our Voice of a Sales Manager survey, you likely have a problem.