Sales, more than any other position, is the easiest job to calculate an ROI for improved recruiting. The amount of loss in sales each day the ‘territory’ lies vacant; the time and cost to train and cover; the cost of a poor selection process; etc. etc. all play a role…industry by industry, geography by geography.
This is the one place where it is easy to see how cost-per-hire, quality of hire and time-to-fill all converge. And yet…most firms have yet to do the analysis. Bad internal branding or just missed opportunity?