Even with the high cost of hiring, training and letting go of a majority of sales staff recruits, keeping weak performers would be a mistake. But just how many qualified new recruits are being lost? There must be some way of finding out.

The Real Problem It doesn't make sense that most sales recruits are duds or that an existing sales staff can't do more. Management needs a better, more pragmatic approach that manages sales performance differently and avoids sales staff coasting.

Is it possible that the primary cause of the high attrition among new sales staff is from not making enough calls? If this is the case, an unwavering discipline that ensures rapid notification of low sales appointment scheduling, followed by prompt management action, is in order.

A simple model:

1. An intuitive computer interface allows sales reps to log the pertinent details of all call activity on a daily basis
2. The next day a follow-up contact is made by a designated caller regarding each meeting in the form of a confidential survey-like phone call, using direct questions like:
• Was our rep on time?
• Did you accomplish what you had hoped to accomplish?
• Would you meet again with our rep?
3. All collected information is provided to Sales Management for review and immediate follow-up

• Reduces the incidence of non-productive calls and fa
  How to Develop Great Presentation Skills - The 5 Sins Of Making Presentations
  After many years of studying how people make their presentations, I've uncovered in my mind, the top 5 sins which many people commit when making presentations. Avoid them at all costs!1. Starting like a caged mouseMany presenters begin with a polite, “How is everyone” or “Thank you for giving me this opportunity” Rather trite, don't you think? I am not saying that you shoul
  being lost? There must be some way of finding out.

  The Real Problem It doesn't make sense that most sales recruits are duds or that an existing sales staff can't do more. Management needs a better, more pragmatic approach that manages sales performance differently and avoids sales staff coasting.

  Is it possible that the primary cause of the high attrition among new sales staff is from not making enough calls? If this is the case, an unwavering discipline that ensures rapid notification of low sales appointment scheduling, followed by prompt management action, is in order.

  A simple model:

  1. An intuitive computer interface allows sales reps to log the pertinent details of all call activity on a daily basis
  2. The next day a follow-up contact is made by a designated caller regarding each meeting in the form of a confidential survey-like phone call, using direct questions like:
  • Was our rep on time?
  • Did you accomplish what you had hoped to accomplish?
  • Would you meet again with our rep?
  3. All collected information is provided to Sales Management for review and immediate follow-up
  This approach accomplishes three key goals:
  • Reduces the incidence of non-productive calls and f
    Building a Unique Brand
    After you have targeted your core customer base, you can then focus on creating a statement of what your business truly represents, a branded identity that your customers can relate to. Your new identity will help them to understand, trust, and become loyal to your business. This will bring you a much higher level of success in return.Branding is one of the hottest buzzwords in
    >

    Is it possible that the primary cause of the high attrition among new sales staff is from not making enough calls? If this is the case, an unwavering discipline that ensures rapid notification of low sales appointment scheduling, followed by prompt management action, is in order.

    A simple model:

    1. An intuitive computer interface allows sales reps to log the pertinent details of all call activity on a daily basis
    2. The next day a follow-up contact is made by a designated caller regarding each meeting in the form of a confidential survey-like phone call, using direct questions like:
    • Was our rep on time?
    • Did you accomplish what you had hoped to accomplish?
    • Would you meet again with our rep?
    3. All collected information is provided to Sales Management for review and immediate follow-up
    This approach accomplishes three key goals:
    • Reduces the incidence of non-productive calls and f
      Testing – the Most Effective Tool for Database Marketing
      Each marketing campaign plan should be tested on a smaller group of Customers, before being deployed. Based on the results of the test campaign, the marketing campaign can be reshaped to achieve better results.Testing is essential in every campaign, given that the business environment changes dynamically. Nothing should be taken for granted. Testing can be used not only for the es
      intuitive computer interface allows sales reps to log the pertinent details of all call activity on a daily basis
    • The next day a follow-up contact is made by a designated caller regarding each meeting in the form of a confidential survey-like phone call, using direct questions like:
    • Was our rep on time?
    • Did you accomplish what you had hoped to accomplish?
    • Would you meet again with our rep?
    • All collected information is provided to Sales Management for review and immediate follow-up
    This approach accomplishes three key goals:
    • Reduces the incidence of non-productive calls and f
      Creative Marketing Management Leadership
      To some, it means bottom line only. To me, it means increasing teamwork, building communication systems that work, centralizing a message, generating a consistent message and assuring the fundamentals are clearly communicated within your company first to maintain a marketing edge, which then makes your bottom line healthy. With these fundamentals in place, good creative and honest commun
    • Did you accomplish what you had hoped to accomplish?
    • Would you meet again with our rep?
    • All collected information is provided to Sales Management for review and immediate follow-up
    This approach accomplishes three key goals:
    • Reduces the incidence of non-productive calls and fabricated activity
    • The customer or prospect is made aware that their time is considered valuable and that the quality of your representation is subject to critical review, as it should be
    • A additional and meaningful customer or prospect contact is accomplished
    • The sales staff is alerted that all sales call activity is promptly reviewed
    For Sales Management there are important benefits:
    • Being relieved of a critical task that is generally not performed well by management
    • Proactive early intervention and possible remediation of good sales candidates
    • Timely and objective feedback relative to sales activity from customers or prospects for comparison with sales staff reporting
    The continuous flow and diligent review of sales call activity can force a needed sales process turnaround to reduce the high rate of sales recruit failure. The ROI of this important switch in process could be significant. For example:

    · A sales staffing effort engages twenty (20) new staff in one year at an average total full-year cost of $50,000

    · Each staff member goes through a three-month trial period

    · Ninety-percent (90%) fail, or $50,000 X 18 / 4 = $225,000

    A reduction in attrition would also avoid additional rep