I recall reading the book “Hope is not a strategy” by Rick Page a few years back – a decent read for those in complex sales environments looking for some ideas on effective structure. Anyway, whilst that book is about sales strategy rather than sales recruitment, the fundamental principle is undoubtedly the same – to ensure success you need to have an effective and repeatable structure based upon sound reason.

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As the ‘war for talent’ continues to heat up across many industry sectors it can be a real challenge for employers to recruit top talent – perhaps especially so across sales & business development disciplines, where it has traditionally always been tough. With this in mind some employers run the risk of losing potentially great hires by being too rigid about only wishing to see candidates who ‘tick all the boxes’ of their brief.

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