Here is a paraphrased scenario we have faced countless times from sales leaders:
“Find me the top-performing sales reps from our competitors and adjacent vendors. We only want to hire superstars.”
This sounds great in theory. Hire all the top performers in the market and the revenue growth will explode.
The problem is that top performers can often have personality traits that make them hard to manage and disruptive to other team members. Putting too many together in one organisation can be a nightmare to manage.
Like a sports team, you need the supporting players who are happy to do the less glamorous tasks that enable the superstars to shine. A squad of solid performers with an A-player as the icing on the cake will hold together better than trying to manage a group of the top 1 per cent.
Building a team should be based on a mix of talents. You need A-players to raise the bar on what is possible. You need the people who thrive on coaching and supporting. And you need the people who bring in consistent revenues (albeit not breaking any records) and won’t press you for managerial responsibilities or constantly threaten to move jobs.
Get this right and you will have a manageable, solid core to your sales team, allowing you to focus on incremental improvements.
If this is an area where you need help, we’d be delighted to have a short discovery call to understand your challenges and see if we’re the right recruitment agency to support you.
About Indigo
We are SaaS GTM recruitment specialists with vast experience recruiting professionals across sales, marketing and sales engineering for US, UK and Israel headquartered tech companies. Our start-up and scale-up customers rely on us to find the best people for their businesses, and we take pride in knowing our work helps businesses scale fast.