With thanks to Verne Harnish for drawing it to my attention,
IDC recently released a study noting that sales productivity is the
top concern for CEOs in 2008.
Comes as no surprise. Turnover amongst B2B Sales Reps is an example of how time consuming and expensive it can be to improve sales productivity. If it takes 6 months to recruit a new hire, 6 months to train them, and 6 months, once trained, for new hires to become high performing, then you’re looking at spending $75-100k over 18 months to see if you can afford to retain the new Sales Rep. If not, you’ll have to start all over again.
What if you could reduce the risks of poor performance and shrink the time needed to do so? What if you could coach a new hire in practices that lead to peak performance? What if you could do so after 2 weeks, rather than 2 quarters? As in this client example.
Impacts on sales productivity are obvious. You improve each Sales Rep’s productivity thereby reducing your risks of turnover due to poor performance in the sales team.
Not bad. Especially given the importance of the issue.
