Date post: | 18-Dec-2014 |
Category: |
Marketing |
Upload: | milemadinah |
View: | 38 times |
Download: | 3 times |
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Meet JackMeet New Sales Hire Jack: Annual Territory Quota: $2MM Base Comp: $120k
• Lost Sales While Position Open - 90 Days: -$500k• Placement Cost 20% of Comp: -$24k• Twelve Month Ramp-up Salary & Benefits: -$138k• Training Material Cost: -$2k• Lost Sales While Ramping Up: -$2MM• Actual Sales Produced: +$250k
Jack’s Total Ramp-up Cost: -$2,414,000
Jack was let go in month 13 when management became impatient with his lack of productivity.
Before You Fire a Sales Rep . . .
Take a Good Look In The Mirror
You’ve invested blood, sweat, and tears in your salesperson. Nothing seems to be
working. Your rep continues to underperform.
Jack’s Post MortemWrong Fit: Jack came from a big company and was brought into a small company with limited resources.
Wrong Skills: Jack was not comfortable with the level of prospecting and cold calling required.
Poor Sales Onboarding: Jack received almost no new hire training. Management assumed since he had sales experience he knew how to sell their product.
Non-existent Sales Coaching: Jack received little hands on coaching from his sales manager. In fact, his sales manager did not go out with him once during his employment.
Download Full Presentation File Here:-
http://community.mile.org/index.php/downloads/file/177-how-to-turn-around-under-performing-sales-people