The Top 5 Reasons New Sales Hires Fail Within the First 9 Months

​Are you tired of investing time and money into new sales hires only to see them fail within the first 9 months? The truth is, it's a common problem that many companies face. In this blog post, we'll be exploring the top 5 reasons why new sales hires fail and provide actionable steps to ensure your next round of sales hires succeed. So grab a cup of coffee and let's dive in!
 
Introduction
 
Sales is one of the most important functions in any company – it’s the lifeblood that keeps the lights on and drives growth. That’s why it’s so critical to hire the right salespeople, and yet so many companies fail at this. In fact, according to a study by OMG, only 20% of sales people do well and 6% fall into an elite category.  That means 74% are not successful!
There are many reasons why new sales hires fail, but here are some of the top ones:
1) They don’t have the right skill set – This is perhaps the most common reason why new sales hires fail. They simply don’t have the skills necessary to be successful in sales. This could be because they lack experience, or they just plain are not cut out to do the job – it’s not for everyone!
2) They’re not a good fit for the company – Another common reason for failure is that the new hire is just not a good fit for the company. This could be because of culture mismatch, or because their values and goals aren’t aligned with those of the company.
3) They don’t have enough motivation – A successful salesperson needs to be highly motivated to succeed. If a new hire doesn’t have that drive, then they’re likely to fail. They will need to be able to do the little things needed when a boss isn’t watching to be successful!
4) They can’t handle rejection – Sales is a tough business, and rejection is a part of it.  Not everyone is ok with hearing NO! frequently, especially when they are new!
 
Reason 1: Poor Training and Onboarding
 
One of the top reasons that new sales hires fail within the first few months is poor training and a poor onboarding process. Without a proper foundation, it can be difficult for new sales reps to succeed. Furthermore, if they are not properly supported during this crucial time, they are more likely to become frustrated and quit.
To avoid this, it is important to make sure that new sales hires receive comprehensive training on your products or services, as well as your company's sales process. Additionally, they should be given ample opportunities to shadow experienced sales reps and ask questions. Finally, they should be assigned a mentor who can provide ongoing support and guidance. I like to have them site with key people that interact with sales in other departments to learn about how we all need to collaborate and work together. By taking these steps, you can set new sales reps up for success from the start.
 
Reason 2: Lack of Motivation
 
Sales is a notoriously tough job. It requires long hours, regular rejections, and an intense focus on results. For many people, these conditions are simply too much to handle on a day-to-day basis. As a result, they lack the motivation needed to succeed in sales.
This is one of the most common reasons that new sales hires fail within the first few months. If you're not motivated to sell, it's very difficult to achieve success. Top performers in sales are typically those who have a strong desire to win and are willing to put in the extra effort required to close deals. You need to make sure your interviewing process is seeking this key element so you can be confident that this new hire has the necessary motivation levels to be successful at your company.
 
Reason 3: Inability to Adapt
 
One of the most common reasons that new sales hires fail is because they are unable to adapt to the changing needs of the market and their customers. In order to be successful in sales, you need to be able to constantly evolve and change your approach based on the latest information. If you're not able to do this, you'll quickly fall behind your competition and will likely end up losing clients.
Being able to understand objections and knowing how to overcome them is critical the long term success of your reps.  Make sure this is a part of your training and on-boarding process so they can have success early in the role.
 
Reason 4: Poor Communication Skills
 
If you can’t communicate effectively, you won’t be able to sell effectively. Sales is all about communication – whether it’s communicating your value proposition to potential customers or negotiating with them to reach a mutually beneficial agreement.
 
If you’re not good at communicating, it will be very difficult for you to succeed in sales. You need to be able to clearly and concisely articulate your thoughts and ideas, and you need to be able to do it in a way that resonates with your audience. There’s no room for ambiguity or vagueness in sales; you need to be able to get your point across quickly and efficiently.
Again, this should be a key area that you are looking for in your hiring process.
 
Reason 5: Poor Time Management
 
The last of the most common reasons new sales hires fail within the first few months is poor time management. Without a good system in place, it's easy to get bogged down in administrative tasks or spend too much time on low-priority activities.
If you're not careful, your day can fill up with meetings, emails, and other distractions without leaving any time for actual selling. To be successful, you need to be proactive about managing your time and prioritizing your activities. Some studies have shown that the average sales rep only sells 20% of the available time each week.  Review your processes to remove any non-product selling tasks.
 
Conclusion
 
New sales hires come with hopes of success and achieving their goals, but unfortunately that isn't always the case. Hiring new sales reps is a big investment and one you can’t afford to get right.  Remember, 74% of them fail!  Knowing what can cause these new sales hires to fail within their first nine months on the job is essential in order for them to succeed and reach those goals. By being aware of these key reasons, managers and supervisors can provide guidance throughout the process and ensure that new sales employees have all the tools they need to be successful.
Don’t be afraid to use a sales recruiter or a sales skill assessment like the one OMG offers to increase the chances of a successful hire.
 
If you would like to discuss your hiring needs, email me for a free consultation!