impact of sales churn

One of the biggest areas where organisations invest in recruiting is within the sales function.  More often than not, underperforming staff are performance-managed and super-stars often seek greener pastures and more reward or are headhunted.  Either way, sales staff as the custodians of client relationships and generating revenue - play an important role and have a huge impact on an organisations' overall revenue performance, especially if the selling environment is difficult or complex.

On the other hand, organisations often get drawn into performance-managing sales staff who are behind target.  This is a mistake - for numerous reasons. The overall loss of productivity, customer reputation and cost to recruit and train a new employee, dramatically outweighs the cost to manage an underperforming employee. 

To avoid making the same potential mistake, organisations should ensure they review the influencers of the sales function before managing underperforming sales staff.  Performance management will always be required, but should exist as a last step and only after thorough review of the five influencers.

The Revenue Performance Centre can help organisation who want reduce sales staff churn, which is likely to substantially reduce exorbitant recruitment expenses, let alone reinforce the relationship with other influencers.

Some topics that indicate your sales churn is unaligned include;

• Frequent sales staff churn
• Frequent investment in sales training for sales staff
• Sales staff are the first thought when revenue is behind goal
• New staff are required to hit the ground running

To decrease your recruitment expenditure or minimise the sales staff churn, contact us.