Why You Can’t Find the Right Sales Talent
Discover why most sales hiring problems start long before the job is ever posted — and what leaders need to define about the role, process, and evaluation criteria before hiring their next salesperson.
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In this session, Lee Brumbaugh, CEO and Visionary of Sales Xceleration®, makes the case that most sales hiring struggles have little to do with the talent market itself — and everything to do with what happens before the job is ever posted.
Drawing on findings from Sales Xceleration’s State of Sales report, Lee unpacks the hidden gaps — in role clarity, process, evaluation, compensation, and onboarding — that quietly set sales hires up to fail, and why so many SMBs run into the same patterns without realizing it.
This session is built for CEOs, Presidents, and sales leaders who are hiring now, or planning to hire in the next several months, and want a clearer view of what’s really standing between them and the right salesperson.
Key takeaways:
- Why Talent Isn’t the Real Problem: Understand the hidden gaps that lead companies to hire the wrong salesperson — before a single resume is reviewed.
- What “Ready to Hire” Actually Looks Like: See the difference between reactive hiring and a proactive, criteria-driven approach.
- Where Evaluation Breaks Down: Learn why gut-feel interviews often miss the signals that predict real sales performance.
- What Happens After the Offer: Discover why the first 90 days matter just as much as the hiring decision itself.
About the Speaker
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