Topline E102: Why Sales Hiring Fails and How to Fix It
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Mar 30, 2025 Ben Tagoe, CEO of Objective Management Group, brings his expertise in sales talent assessments to the discussion. He reveals why so many sales hires fail, emphasizing the importance of fundamental selling skills and the right mindset. Ben outlines how science can refine the hiring process, reducing costly mistakes. The conversation also tackles high turnover rates and the need for tailored assessments based on unique organizational contexts. He stresses the emotional and financial impacts of hiring challenges on companies, particularly in today’s economic landscape.
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OMG Assessment Experience
- Sam Jacobs recounts using OMG's assessments at Axial, revealing their brutal honesty about sales team skills.
- This led to hiring Chris Mott, a sales coach with a memorable mustache, for team improvement.
Search Fund Acquisition
- Ben Tagoe, using a search fund, contacted nearly 4,000 companies over 18 months.
- This led to five letters of intent, three due diligence processes, culminating in OMG's acquisition.
Search Fund Constraints and Returns
- Search funds have high returns due to constraints like finding the right entrepreneur and intensive mentoring requirements.
- Investors must be willing to commit both financially and with hands-on coaching time.
