Tag: Consultant Joseph

Hiring the Wrong Salesperson Is a $2-Million Mistake

The stakes are very high when it comes to hiring salespeople, says Consultant Joseph DiMisa. It isn’t just a matter of salary and training—it can mean an average of $2 million in lost sales. And it’s not just dollars, adds DiMisa, who is senior vice president and the head of the Sales Force Effectiveness Practice […]

5 Real-World Sales Comp Metrics

DiMisa, who is Senior Vice President, Sales Force Effectiveness at Sibson Consulting, is author of best-selling business book, The Fisherman’s Guide to Selling. He offered his tips during a recent webinar sponsored by BLR and HR Hero. DiMisa suggests compensation pros look at the following metrics: PAR Analysis: Analysis of churn, penetration and acquisition Pay […]