THE SALES HIRING SHORTCUT THAT IS COSTING YOU MILLIONS
Picture this: a new salesperson joins your team. They come from a big iGaming company. They know the industry. They have got a solid network and plenty of “contacts”. On paper, they look like the fast win you have been waiting for. And at first, it works. A few quick deals. A handful of friendly introductions. Management feels justified: “See? We hired the right person”.
But then the database is exhausted. Deals slow down. The “network” stops producing. Here is the truth nobody wants to admit: this salesperson was never hunting, actively seeking new opportunities. They were harvesting, relying only on existing contacts. And now the field is empty.
The Cost Of Hiring For Contacts
Hiring a salesperson for their contacts may seem like a shortcut to growth, but it is a costly illusion.
- They appear busy with endless “follow-ups”.
- They seem well-connected and know everyone in the industry.
- They can secure meetings quickly.
The problem? When it comes to building new pipeline, they stall.
Most of these so-called “contact sellers” are not hunters – they are order-takers. In large B2B companies, the brand does the heavy lifting. Leads flow in. Clients already trust the name. Sales is about catching, not chasing. Once the network dries up, here is what you are left with:
- A salesperson avoiding prospecting.
- A pipeline running thin.
- Management wondering what went wrong.
The Leadership Blind Spot
Here is the kicker: it is not just the salesperson who is at fault. Too many leaders fall for the same trap. They assume that hiring a salesperson with a big network is the same as buying pipeline. It is not. What they are really buying is a short burst of activity – a spring that quickly dries up.
The result? Leaders think the problem is solved, but it is not. By the time the “contact seller” stalls, months have been lost, pipeline is thin and the hiring cycle starts again.
The blind spot is not about the salesperson. It is about leadership failing to measure what truly drives growth: the ability – and the willingness – to prospect consistently.
The Prospecting Barrier: Sales Call Reluctance®
At the heart of stalled pipelines lies a hidden problem most leaders do not even notice: Sales Call Reluctance® – the hesitation or fear of reaching out to new prospects.
Because it is invisible, leaders often do not measure it. This blind spot allows “contact sellers” to appear busy while avoiding the work that actually drives growth.
- They excel when leads are easy or warm.
- They hesitate or avoid cold outreach.
- They make excuses like “I need to do research first” or “I will follow up later” instead of taking action.
On the surface, they seem engaged. Underneath, their hesitation quietly kills pipeline growth.
What Winning Teams Do Differently
The solution is not “more contacts”. It is better hiring and development. Smart iGaming companies are now:
- Screening candidates with the SPQ*Gold®/FSA™ Assessment to measure their willingness to prospect before hiring.
- Training managers to understand what Sales Call Reluctance® really is.
- Coaching sales teams to replace avoidance with consistent new business activity.
The result? A sales culture built on hunters, not order-takers. Pipeline that grows instead of dries up. Revenue that compounds instead of stalls.
The Bottom Line
Hiring for contacts may feel safe, but it is costing you more than you think. It creates dependency, hides avoidance and traps you in endless hiring cycles.
Your next salesperson does not need another big network. They need low Sales Call Reluctance® so they can confidently prospect and build their own pipeline from scratch.
At SELLEBRITIES, we help iGaming leaders stop hiring order-takers and start building true hunter teams. Book a 15-minute call to see how the SPQ*Gold®/FSA™ Assessment uncovers Sales Call Reluctance® before it costs your company time and money.
