Alex and Scotty walk the numbers on the sales talent lifecycle, and they do not add up: three and a half months to become useful, and eleven months of tenure.
A co-hosted episode rather than an interview: Alex and Scott Freeman on the sales talent lifecycle, from writing the job ad through onboarding to keeping someone once they are good.
This one is published without a transcript. The two hosts have similar voices and recording setups, and the transcription could not reliably tell them apart, so rather than attribute one host's words to the other we have left it off. Everything else on the page is complete.
Quote of the show
“Almost 90 days can go by from the point you put up a job ad to the point you'll have someone starting in your team.”
Alex McNaughten, host
Key takeaways
Ninety days before anyone starts.From posting the ad to a first day is close to three months. That is before a single hour of onboarding, and most plans do not account for it.
Three and a half months to acceptable.Not to full performance, to acceptable. Real performance is another seven to twelve months after that.
Eleven months of tenure.Down from thirteen a couple of years earlier. Line that up against the ramp and most hires leave around the point they become properly useful.
Always be recruiting.In a market this short of good people, treating hiring as something you start when a seat empties guarantees the ninety days lands at the worst moment.
The interview process is the first impression.It is also the last cheap chance to check fit. Getting it right costs less than a bad hire ramping for a year.
Retention is the whole return.Everything invested in the ramp only pays back on the far side of it. Looking after people is not a soft concern, it is the economics.
Hosted by Alex McNaughten