• You rely on the same hiring criteria/process that led to past failure
• You change areas of the process like compensation yet fail to actually change the process of selecting the right match or you fail to change the ramp up process required to reduce ramp up time and ultimate failure.
• You hire a recruiter (often the same one who got you the last under-performer you need to replace) or several who simply feed you unqualified resumes extending the hiring cycle and increasing your level of frustration.

Result: Time, money, duplication of efforts and the hidden factor.
The Hidden Factor: How do you actually look in the eyes of the rest of the sales team or others within your organization? Often the result is that sales people who may be underperforming now develop an attitude of "they need me" opposed to "I need them".