Do some quick calculations. How many new sales reps have you hired in the last 2 years. What did you pay them as a guaranteed salary and include all the benefits. Now how much time and money did you invest in training? How much time was spent teaching them the internal workings of the entire operation?
What did their potential account list look like? C accounts and all the new business they could find? How many of those C accounts have moved to B or possibly A accounts?
Now compare revenue to salary. Are you ahead? How many of those reps are still around? Why did they either move on or did you have to cut them loose?
How does the picture look? Better yet what does the picture look like from all those C accounts that have a new rep from your company every 6 months?
BB for now
No comments:
Post a Comment