Perhaps you do. But sometimes it looks like you do, but you have other options. What specific problem are you really trying to solve here? It’s helpful to understand that selling these days is done well by dropping the stereotypical ‘sales skills’ that once worked decades ago, and instead systematically adding value to, and aligning with how your buyer’s buy.

You almost certainly don’t need someone marketing themselves as a traditional ‘salesperson’. You can probably leverage other people already in your business or team (as well as AI!) and if you do need to buy in new capabilities, it pays to get clear on which you need.

You may already notice that you have some ‘flab’ around your sales team’s capabilities; mindsets, skillsets and approaches that may be past their use by date. Pareto’s 80:20 Law could suggest that 80% of the results are obtained by 20% of your team, which we find can often be the case. What can be helpful is to determine, through our diagnosis, what 20% of activity is reaping the 80% results, then how to train the right people up (those driven to learn and grow!) to close the gap. Where AI and existing team members can’t deliver on specific capabilties, you may then decide to recruit for what’s missing.