‘Great’ at sales but they don’t ‘fit’ the culture

Sound familiar? A ‘good’, maybe even ‘great’, salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they have alienated their team, decided that the role is not for them, and left the organisation. As we know the cost of this selection is huge and begs the question, why did this ‘great’ salesperson not work out?
While there are many possible scenarios and reasons, we often find that a major contributor is the cultural ‘fit’ between the individual and the organisation. In recent times there has been a great deal written about organisational culture and while there is no one definition, many share in common themes such as collective experience, beliefs, goals, norms, values, traditions, systems and routines. It is … read more by subscribing.