𝗪𝗵𝘆 𝗬𝗼𝘂𝗿 𝗦𝗮𝗹𝗲𝘀 𝗗𝗶𝗿𝗲𝗰𝘁𝗼𝗿 𝗛𝗶𝗿𝗲𝘀 𝗞𝗲𝗲𝗽 𝗙𝗮𝗶𝗹𝗶𝗻𝗴

🛑 𝗪𝗵𝘆 𝗬𝗼𝘂𝗿 𝗦𝗮𝗹𝗲𝘀 𝗗𝗶𝗿𝗲𝗰𝘁𝗼𝗿 𝗛𝗶𝗿𝗲𝘀 𝗞𝗲𝗲𝗽 𝗙𝗮𝗶𝗹𝗶𝗻𝗴
I've recently spoken to several manufacturing leaders and owners about a familiar, frustrating story: a failed or painful experience recruiting a new Sales Director. The worse case I heard was the business went bust because they hired the wrong person and didn't fix sales quick enough.

Here’s the pattern that plays out too often in our sector:

They apparently "smashed target" at their last company and said all the right things in the interview. But a few months in, you realise you haven't hired a system builder to scale—you've hired:

• A weak Leader—who pressures the team instead of developing talent.
• A former Sales Manager or BDM promoted too soon—who can close deals but can't build a scalable system.
• A "Do More" machine with zero sustainable process.

The pipeline dries up. Team morale sinks. And the ambitious growth you planned for is immediately stalled.

To break this cycle and find a leader who can actually drive predictable, repeatable growth, you need to change your recruitment approach right now:

• Define the Engine: Write a specification that defines what the sales engine must look like (process, metrics, infrastructure), not just what the person must be.
• Interview for System Builders: Look for verifiable proof they have led teams, built scalable systems, and delivered sustained growth, not just one lucky quarter. Take references!
• Hire a Leader: Find someone whose first priority is developing the team and embedding a methodology that runs without them.

When you get this critical hire wrong, it doesn’t just stall growth; it sets your entire company back. Don't repeat the painful pattern. Get the spec and the process right. And, you could use me to help you!

#ManufacturingLeadership #SalesStrategy #ExecutiveSearch #TalentAcquisition #HiringTips

Simon Owens, Director, Kaizen Talent Solutions simon@kaizen-ts.co.uk