Here is another question and answer from my interview with business.com.
Business.com: How can your interviewing, hiring, and training practices help reduce “churn” in your sales team?.
Susan: Turnover in your sales team happens when there is no longer a fit between the employer and employee. The relationship is no longer a win-win, and therefore must end because both parties are not achieving their goals. The better you are in your recruiting and hiring practices, the better able you are to assess fit before the relationship starts.
Once hired, training maximizes the chance of success as it puts everyone on the same road, further securing the fit between the employee and the organization. The better the fit, the more likely the relationship can be successful in the long term, therefore reducing “churn” in your sales force overall.
I go into great detail on how to assess a candidates fit for your organization in my book, Action Plan For Sales Management Success. By popular demand, it is now available in a print version as well as in every eReader format at these fine retailers: Amazon.com, Amazon.ca, Amazon Internation, Barnes & Noble, Apple iStore, Kobo, Diesel, Sony, salesgravy.com, and Smashwords.com
For more detail on what kind of training works best, download my webinar video recording , Your 90 Day Sales Rep Success Plan – How to create an On Boarding Process that puts your sales reps on the right road to success! It’s available for instant download and viewing. Watch it as often as you like, whenever you find it convenient, and pause it anywhere to learn at your pace!.
To help get you started download a free copy of our white paper How To Recruit The Best Sales Professionals which includes “11 Telephone Interview Questions to Find Top Performers“, from our Sales Download Centre.
Remember as the old saying goes, “It’s hard to soar like an eagle when you are working with turkeys!” More motivational quote here.