Launch Pad Solutions Forum

[Michael Halper]

One of the keys for increasing sales is to control and decrease turnover of sales staff and management. Not only is turnover very costly in terms of hiring, training, and terminating costs, but it is also very counter productive when it driving sales revenue.

One of the main reasons that turnover has such a large impact on sales is because of the knowledge that is lost when the sales person leaves. Below is a summary of the knowledge that is lost:

• Product knowledge: When an employee is hired, they are given a tremendous amount of training. First, they will be given some amount of formal training that could be anywhere from a couple of days to a couple of weeks. Once the formal training ends, the training does not stop. There is typically a ramp up period where the employee continues to learn from peers and on the job. This ramp up period typically lasts anywhere from three to six months. And even after the employee is fully ramped up, the depth of their product knowledge will typically continue to expand day in and day out.

More at - http://www.coachingyou.org/increasing-s ... -a-20.html