Sales performance varies dramatically, so a single mis-hire can cost lost pipeline, damaged customer relationships, manager bandwidth, and team morale.

    In this practical session, we’ll explore why even experienced sales leaders get sales hiring wrong and what actually predicts sustained success in different types of sales roles.

    You’ll learn how to distinguish presentation skills from true performance drivers, avoid the most common hiring mistakes, and apply a more disciplined, data-informed framework to protect revenue and improve predictability.

    Not all sales roles are equal

    Success profiles differ significantly across hunter, account management, enterprise, and transactional roles.

    Why interviews mislead

    Interviews often measure presentation polish — not the motivational and behavioural drivers that actually predict sustained performance.

    The 6 most common hiring mistakes

    Practical mistakes to avoid — including confusing sales talent with service talent, and promoting top sellers into management.

    Using assessments to sharpen decisions

    How assessment data improves hiring judgement — and how it can be used beyond hiring to develop your existing sales team.

    Join Our Experts

    Jacque Casoni_Head Shot

    Jacque Casoni

    Senior Director, Business Development

    matthew_cooke

    Matthew Cooke

    Senior Strategic Consultant

    What You'll Learn

    Sales hiring is harder than it looks

    The cost of getting it wrong goes well beyond a bad quarter.

    • What the research actually says about predicting sales performance

    • Why common instincts mislead even seasoned leaders

    • How a more structured approach can protect your revenue pipeline.

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