Do You Need Super Star Sales People?
Have you ever heard of the engineering organization being told or stating they will only hire the Top Gun engineer? Or how about a mantra you will only hire the super star operations personnel or the top-flight customer service rep?
Only hire the best of the best!
I've never heard the customer service organization given such a hiring objective — as a Sales VP, I was challenged on that hiring requirement continuously. Is she a rainmaker - a super star?
Nigel Edelshain thinks there's a sales super star myth in business today.
I believe there is a "sales star myth"?? in existence"?¦It seems to be a common perception in the technology industry that sales managers and CEO's should only be trying to find "sales stars" or "top guns" to work in their sales force.
Nigel offers a perspective and solution to this hiring dilemma in his post titled The "S-Myth".
I understand the objective and intention of seeking the super star salesperson; they're just rare. By definition, there are few super stars. There are a lot more great sales people, capable sales people, and productive sales people than there are top guns, rainmakers, and super stars. Is all of this just hype and over used jargon? Or is there something to it?
I thnk it's more a myth and hype. Sales is a critical function and poor hiring in a sales organization can have disasterous affects, but the reality is super stars aren't required to make the plan.
Do you disagree? Do you need sales super stars to make your revenue plan? If so, is it because it's the super star that overcomes a weak plan? Or is the super star salesperson a critical requirement of any business?
