Hiring a star salesperson from a competitor often backfires because they succeed only with an existing lead flow and process. They can't build a sales system from scratch, leaving founders stuck doing sales again.
And you hit on something that I think is really sort of vital. And I know that you've seen this because we've talked about it, which is, you know, the founder is like, all right, I gotta remove myself from sales. And so they go hire, you know, their competitor's best salesperson. And then they say, now go. But they're oftentimes missing the process and the reason why that person was successful at that other organization was Well, for starters, they were the leaders in the industry, so they had a steady flow of leads coming to them and they had a well-defined process to manage those leads and opportunities. And they thrived within that system, but they didn't create that system and they're not suited to creating a system for you. And so then when the, you know, the CEO comes back in, parachutes in, as you say, well, what are you doing? Well, that's different than what I would do.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
