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they had to be terminated. There is another often-overlooked wrinkle here in that sales manag- ers end up spending an inordinate amount of time coaching poor performers who may end up walk- ing away or let go. The time until they quit, or are terminated, can be substantial. In the meantime, they are like cars with leaky gas tanks – wasting the money companies keep having to pump in.


A SIMPLE ILLUSTRATION For the sake of argument, let’s illus- trate this with an example. Granted, the numbers are arbitrary, but not outside the bounds of reality. In this scenario, the high sales performers are those with sales of $850,000 or more. Mid-level sales performers have sales of $650,000. Low performers sell $450,000 or less.


That gives a sales gap of $400,000 between the highest and lowest sales


performers. To be conservative, we will use only the difference between the mid-level performers and the bot- tom sales reps ($200,000). If the com- pany hires 50 new salespeople per year, and only 10 are poor performers (20 percent), that still means a loss of $2 million dollars in sales alone.


HIDDEN COSTS


This does not even count the cost of sourcing, recruiting, onboarding and ramp-up time. (As a rule of thumb, ramp-up time = length of sales cycle + 90 days.) The aforementioned study also showed that the sales rep is only likely to stay in that position just shy of 24 months. Simply filling a slot can easily run $10,000-$15,000 or more per rep. If the sales rep does not hit the


ground running, you have a problem. The truth is that companies cannot afford to make costly mistakes when hiring. Rather than patching up a


‘‘


We become what we think about. – EARL NIGHTINGALE


clunker, companies must focus on actively targeting the most qualified candidates right off the bat. Poten- tial sales reps have to be rigorously screened before driving them off the lot. It simply costs too much to have a poor performing sales rep blow a gasket down the road.  Jamie Crosbie is CEO and founder of


ProActivate. ProActivate uses a unique staffing procurement model that combines dedicated resources, such as behavior analyses, with an in-depth interviewing process. ProActivate guarantees that only highly qualified sales professionals will be offered, matching your company needs with the top talent you deserve.





Companybook has become an essential tool for our


sales and marketing teams. The quality and robust nature of the information lead us to eliminate several third-party services. More importantly it has become


our go-to resource tool for prospecting, stakeholder identification, and key account development around the globe.





Kimberly Carroll, VP Global Marketing Apex Supply Chain Technologies


www.companybook.us SELLING POWER OCTOBER 2016 | 17


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