Not all hires are created equal. In fact, talent pools tend to segment predictably during recruiting:
💎 The Top 10%
These superstars will stand out as your rockstar's sales athletes. However, they also turnover fastest without proper challenges and trajectory.
👨💼 The Middle 30%
This segment is loyal professionals if trained well. They form the backbone squad carrying culture and consistent results.
🚪 The Bottom 60%
Unfortunately, bottom performers from this group typically churn rapidly from misalignment, inadequate skills, or low resilience.
This is why recruiting requires targeting enough volume to land ideal middle segment fits who can be elevated into leadership with diligent coaching. Remember that while the glory goes to your top closers, sustainable success hinges on steadily nurturing your potential-ripe 30% through:
✅Extensive Skills Training
✅Mentor Pairing
✅Opportunity Matching
Build your talent engine around accelerating middle-pack standouts using the 10-30-60 awareness rather than fighting losing battles trying to retain tenured superstars or wasted efforts attempting to activate disengaged sales reps.
Trying to watch the whole sales podcast? Check out the link in our bio now to see how to get the most out of your team.
.
.
.
.
#salesreps #podcast #SRU #salesrecruitinguniversity #businesspodcast #salespodcast #businessgrowth #salestips #salestraining #sales