Firing or Hiring:
Which Hurts Your Revenue More?
The Hidden Threat to Sales Force Effectiveness: Turnover

To increase top line growth, a sales organization must improve its frontline sales force. In the same respect that great hires provide benefit to a sales organization, bad hires can impact a company negatively. Consider the damage of hiring the wrong person: waste of ramp-up resources, potential loss of clients and ultimate loss of revenue.

The Cost of a Mis-Hire
Avoid watching the budget go up in flames by determining your organization's average cost of a mis-hire. To calculate the "true" annualized cost, complete this 5-minute exercise for an average sales rep in your company.

Source: This worksheet is based on the recently published book, Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives. Copyright Bradford D. Smart and Greg Alexander, 2008.

 [ 1  | 2 ] Next

print page forward page discuss with an expert license content