There are few challenges quite so tiring as trying to recruit an
effective sales force. Because of its impact on the company's bottom line, selecting the
right sales people is a critical area that requires a lot of attention. When the sales
force does not achieve the desired results, more sales training programs are established
and the sales representatives with the lowest level of performance are soon replaced. It
seems to be a never ending cycle in which sales managers see little hope for relief. In
most companies, 80% of the sales seem to come from 20% of the sales force. While the
objective has always been to try to clone the top 30%, that really never seems to happen.
If a competitor manages to target and hire away those top sales producers, what happens to
the bottom line? There has got to be a better way of finding and developing the talented
sales people we need with more effectiveness than we currently have. Saterfiel and
Associates.
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