David Jenyns argues hiring experienced salespeople beats training mediocre ones. At 24 Hour Fitness, only 10% of new hires make it past 90 days. The ROI on recruiting A-players is better than heavy training programs.
About 10% make it in the first 90 days.
But from a return on investment perspective, it's the cost of finding a good salesperson compared to the cost of training a bad or mediocre salesperson is significantly lower. It's much easier to find the right people than it is to take somebody and then make such a crazy, extensive training. Unless your entire model is we just take on every single person who walks in the door. Like 24 Hour Fitness has this model. They take on anybody who has a pulse and then they put them through a ridiculous culling process and then 10% of people make it in the first 90 days.
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