The quota starts in January. The pipeline starts in June.

Most first sales hires are judged dead in month seven: one month before the arithmetic would have let them prove anything.

By Steve 5 min read
Abstract bridge artwork for The quota starts in January. The pipeline starts in June.

A pattern repeats often enough in owner-managed businesses to be worth naming. The firm decides it can no longer rely on the founder to sell. It hires a salesperson on a package of, say, £55,000 plus commission, sets a first-year target roughly equal to what the founder personally closed last year, and quietly expects the hire to have paid for themselves by summer. By month six the pipeline looks thin and the commission line is empty. By month seven the conversation turns to whether this was the right person. The…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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