Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header about About Home Profiles articles Tools forums inspirational quotes About facebook Twitter YouTube Blog

sales turnover Tagged Articles



Sales Longevity - Free Webinar Available Here
I hosted a Webinar to introduce Objective Management Group's (OMG) newest innovation, The Sales Longevity Finding. In a nutshell, Sales Longevity is the likelihood of being able to retain a particular sales candidate through ramp-up, break-even, and 5X ROI. The attendees thought it was VERY cool! You can view the recorded Webinar here.
Sales Recruiting - How Long Can You Retain The New Salesperson?
Back in April, I posted an article that was actually my third in a series on Sales Longevity - the science of predicting sales turnover. In that article I provided a link to my latest White Paper on the subject and suggested that this new science would someday become a new feature in our already cutting edge Sales Candidate Assessments. Well, that day is upon us.
Lousy Salespeople and Great Salespeople - Line Item or Investment?
Lousy salespeople are a line item but great salespeople are an investment. It's actually much worse than that. The line item on your lousy salespeople is only a fraction of what they really cost. Don't believe me? Then answer these three questions:
How Do Companies Retain Their Under Performing Salespeople?
Yesterday, while reviewing the findings and answers from a Sales Force Evaluation with a client, the conversation turned to the possibility of replacing some of their reps. As we began to talk about the 5 factors, they wondered how they were able to retain these people who, for the most part, weren't very good and weren't a very good fit for the roles they were in. Three of the factors came up big in explaining why the tenure of their 9 salespeople:
Call Reluctance - Causes, Factors and Predictors
Historically, when salespeople have failed, has most often been because of their inability to get appointments. We are able to identify the three factors that indicate a call-reluctance problem - a malady that is career-threatening for salespeople who are expected to hunt.

Latest Sales Recruiting Breakthrough - Download the New White Paper
We are hearing loud and clear that companies are ready and willing to hire salespeople again BUT - they don't want to make any more mistakes. If you hire a great salesperson but you can't retain your A Player, on paper, it's just one more hiring mistake.
The Top 5 Factors That Predict Sales Turnover
Our data shows that only 16% of the A players with experience stick for more than two years. And that brings us back to the original question. What do you think - A's or Longevity? Should the answer be a direct relation to the length of your sales cycle? Should you go for longevity when you have a long sales cycle and for A's when you have a short sales cycle? We're interested in what you have to say!

If I was your Finance Director
With most business owners and managers coming back from their summer holidays, thoughts are now turning to what will be happening to their businesses, not only in the remaining months of 2009 but in 2010 and beyond. Finance directors are no different in that they will have plenty to occupy them on their return to the office, and they will certainly be playing their part in this thought process. Orchard Growth Partners Principal Antony Doggwiler gives you a taste of what finance directors are up to at this crucial time of the year.

Can you simply grow out of trouble?
While it is important that revenue growth and margins are given enough attention, they are really the responsibility of the operating management. Also, the operating management must be equally charged with task of ensuring proper cash flows. At the board and CEO level, the focus must clearly be on things such as –markets and sustainability of business logic, market size & growth in market size, quality of its balance sheet, product or services portfolio, brand building, innovation, leadership development, and process culture. CEO and his management team must develop and implement strategies addressing these areas.

Other sales turnover Related Articles

The Perfect Fit
Have you looked at your selection processes recently? What is your staff turnover like? “Let's assume the average salary of employees in a given company is $50,000 per year. Taking the cost of turnover at 150% of salary, the cost of turnover is then $75,000 per employee who leaves the company. For the mid-sized company of 1,000 employees who has a 10% annual rate of turnover, the annual cost of turnover is $7.5 million!” * So how do you go about ensuring you select the right staff, who will fit well with your organisation, and who will stay with you?

Turnover, what does it cost?
Reducing turnover is a critical step in improving your resiliance during tough economic times. However, Retducing turnover isn't enough, you must retain the right employees. This is the first section in a four part white paper on reducing employee turnover.
Understanding and Calculating the Cost of Turnover
A brief look at how one determines their turnover rate. Another article details the causes of turnover and how to reduce it's impact on your organization.
How to Attract and Keep Productive Employees
It's been shown time after time that there is a high positive correlation between employee commitment/productivity and reduced turnover. A stable, low turnover work force produces significantly more. All the secrets are revealed here.
To Grow Your Business Requires Closing the Gap Between Sales and Customer Service
For many businesses, there is a distinct line between sales and customer service. To ensure that the sales process is executed without problems, separate departments have evolved addressing what are perceived to be sales issues and customer service issues. Yet is this really effective given the research about customer turnover, the time to earn a signed commitment and how quickly sales leads become cold?
Employee Turnover - What is it costing you?
In today's economy it is more important than ever to avoid turnover. Turnover is extremely costly. These are the factors you need to consider when estimating what the bottom line is when it comes to calculating turnover.
Incorrectly Assessing A Job Applicant's Motivation
In today's highly competitive and turbulent business environment, hiring average employees can spell "failure". Companies can not afford mediocrity while their competitors are striving to be the best. Hiring impacts profits in more ways than most companies realize. A Harvard Business School study determined that more than 75% of turnover could be traced back to poor hiring practices. The decision to hire -or not to hire- plays a significant role in turnover. The leading contributor to turnover is often not what happens after the employee is hired, but rather the process leading up to it. And turnover is not always bad if it's a bad hire that's leaving. You have to wonder if you really are hiring the best we can.
10 Keys for Reducing Turnover
One of the most daunting problems in any organization is turnover. It can cost a business millions of dollars a year and is incredibly disruptive. Reducing turnover should be a high priority activity for every organization, and it is not hard to figure out ways to do it. 1. Develop People 2. Recognize Good Performance 3. Build Trust 4. Reduce Boredom 5. Communicate More 6. Cross Train 7. Don't Overtax 8. Keep it Light 9. Feedback Performance 10. Train Leaders The following article describes some of the reasons why these steps can help cut down turnover significantly.

Sales Recruiting - How Long Can You Retain The New Salesperson?
Back in April, I posted an article that was actually my third in a series on Sales Longevity - the science of predicting sales turnover. In that article I provided a link to my latest White Paper on the subject and suggested that this new science would someday become a new feature in our already cutting edge Sales Candidate Assessments. Well, that day is upon us.
How much training should I give my sales team?
Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million, showed that the highest performing of these in each of their industries provided their sales teams with no less than 8 days of focussed sales training per year, and this did not include product training.
Featured Article

Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

The Strong Leadership Formula

What To Do With a Troublemaker?

3 Key Factors For Raising Capital
Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.