As a Sales Leader, I’m often asked, “What separates the A Players from the rest of your team?” and “How do you know when to make cuts to your sales team?”
Traditionally, my answer was – if a Rep finishes below 70% a few quarters in a row, I put them on a plan for a quarter, and if they finish < 70% again, then they were cut. This was a costly solution to the problem of a bad hire. At ConnectAndSell, everything changes.
The Math: If your turnover rate is 25%, and it takes you 9 months to term an under-performing employee, then you are costing yourself a lot in bookings. Example: $1M quota, 9 months @ 50% of quota costs you $375,000 in lost bookings.
The New Math: By leveraging an Agent Assisted Dialer like ConnectAndSell, you can quickly discover leading indicators to poor performance and take…
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