Talk to any business owner in Ireland and they ll tell you that quality people are not only hard to find, but hard to keep. This is particularly acute for the fast track small and medium size firms that want to grow rapidly but are unable to compete with the large multinationals for scarce and usually expensive sales talent.
Large organisations can afford to take a long-term approach to growing balanced sales teams.
They search for the best talent available. They invest heavily in training and encourage selected individuals to gain the experience and confidence necessary to grow and be highly effective in the marketplace. SMEs often have to tackle the market without many of the resources of the larger enterprises. In particular they often find it impossible to attract good experienced sales people away from the market leaders. Even when they do, they have to pay top dollar for it.