By Lee Salz, September 2016 IES speaker.

Every executive shares the same dream: “I’m going to hire a great salesperson who brings millions of dollars of business with him, already knows how to sell our stuff, and I will master my golf swing.”

This is a wonderful dream, but it is just that — a dream.

Reality is that, more often than not, executives are disappointed in the salespeople they hire. That disappointment turns into blame. Of course, it’s the salesperson’s fault when expectations are not met.

That’s not always the case. There are certainly instances when the finger can be pointed at the salesperson when success is not achieved. However, there are also plenty of times when the blame resides at the executive table.

Here are three keys to avoiding a sales-hiring nightmare.

Continue reading here.

Lee Salz is a sales management strategist and best-selling author of “Hire Right, Higher Profits.” Salz specializes in helping companies build world-class salesforces through effective hiring, onboarding, managing and compensating salespeople. He develops strategies and processes companies need to win more business at the prices they want. Salz is a results-driven sales management consultant and speaker who can be reached at, and 763-416-4321.