High seller turnover and missed quotas are becoming the most frustrating constants for today’s GTM and revenue leaders. For many, every new quarter feels like déjà vu: underperformance, reactionary hiring, and another round of “performance management.” But here’s the truth: If you’re tired of firing low performers, then stop hiring them.

Sales leader (VP, SVP) tenure is at an all time low of just 17 months. Not long ago, the average tenure of a VP of sales was sitting at a...