Did you know 64% of salespeople fail not because they can’t sell—but because they’re in the wrong role? Combine this with the fact that 20% of reps generate 80% of revenue, and the importance of hiring the right person becomes crystal clear. A single bad sales hire can cost your business more than £250,000 in direct and hidden losses.
Here are the 3 most common mistakes to avoid when hiring salespeople:
1. Hiring the Right Person for the Wrong Job
Not every great salesperson will succeed in every industry. Someone who thrived in real estate during a boom might fail in SaaS sales. Success depends on cultural fit, product knowledge, and customer base familiarity.
Best practice: Hire talent from competitors or adjacent industries where results are transferable.
2. Designing for Failure With No Sales Process
Too many businesses expect a new hire to “fix” lagging sales on their own. Without a defined sales process, CRM, and support system, even the best salesperson will struggle.
Treat your sales team like professional athletes: coach, support, and equip them with tools for success.
3. Falling for the Wrong Candidate’s Charm
Salespeople know how to sell themselves in interviews. Don’t confuse charisma with competence.
Use structured interviews, role-play pitches, and behavioral assessments to uncover whether candidates can actually sell in your environment.
The True Cost of a Bad Sales Hire
For a salesperson on a £50,000 base with a £600,000 quota, underperformance can cost:
- Recruitment & onboarding: £33,000
- Salary & benefits: £54,000
- Lost deals/customers: £90,000+
- Missed targets & gross profit: £75,000
- Severance, overhead & wasted resources: £8,000+
Total: Over £260,000
And that doesn’t even include lost morale, wasted management time, or damage to your brand reputation.
The Solution: A World-Class Hiring Process
With structured recruitment, onboarding, and continuous coaching, you can reduce hiring mistakes and build a high-performing sales team. At The Sales Experts, we specialize in finding, training, and supporting top sales talent that fits your business model.
Don’t gamble with sales hiring—invest in the right process, and your bottom line will thank you.