Escape the 18-month curse that consumes companies.

A disheartening pattern often emerges in enterprise sales—the "Sales Cycle of Doom." This cycle is characterized by a company's struggle to revive its sales organization through high-profile recruitment, ultimately leading to a revolving door of sales leaders. Doloop Digital’s Gaurav Rastogi delves into the root causes of this curse that consumes companies, large and small.

Understanding the Cycle. The cycle begins with hiring exceptional sales leaders brimming with promise and potential. However, within a year, mixed results cast doubt on their capabilities. Patience wears thin, bonuses dwindle, and team morale plummets. Ultimately, the new leaders depart, and the cycle repeats.

Identifying the Culprits. Three key factors are bad hires, ineffective onboarding, and a team set up for failure.

Bad Hires, or The Fish Out of Water? Hiring individuals who are incompatible with the company culture or lack the necessary expertise can lead to disaster. A high-powered leader from a structured environment may struggle in a chaotic organization. Similarly, overhiring senior-level personnel without providing them with adequate support can hinder their success.

Bad Onboarding: The Missing Pieces. Inadequate onboarding deprives new leaders of essential knowledge and connections. They need to understand the company’s history and success stories to communicate its value proposition to clients effectively. Furthermore, failing to connect them to key personnel and industry experts limits their ability to navigate the company's landscape.

Setting Teams Up for Failure: The Root of the Problem. Impatience and unrealistic expectations can sabotage even the most competent leaders. Companies must often recognize the time required to implement changes and address underlying sales debt. Additionally, an unbalanced team lacking crucial roles, such as offering design or solution experts, can overburden the new leader.

Breaking the curse. It is possible to break this curse. Here are three strategies for achieving sales success:

• Give “Time” Time: Allow new leaders the time and space to implement their strategies and adapt to the company's culture.
• Provide Backup: Offer unwavering support, guidance, and resources to empower the new leaders.
• Invest in Onboarding: Commit to a comprehensive onboarding process that equips the new leaders with the necessary knowledge and connections.

The vicious cycle can become virtuous once you have solved this problem. Good people bring in other great people.

If you need more help, please contact us for a half-day “Understanding the Sales Cycle of Doom” conversation about your cycle of hiring and mis-hiring.