Ignoring the decision to replace that mediocre sales rep is costing more than you think. With so many below target salespeople hanging on, maybe its time to analyze what the cost is.

Let us assume an intermediate salesperson with a quota of $1,000,000 and a draw of $60,000.  Let’s further assume that they’re at 50% of target — which might be optimistic.

A lot of managers put wasted leads or lost customers at the bottom of the list. That’s a mistake. With competition growing from every corner, good leads are expensive. Assume losing two customers or deals at $120,000 to the company.

And the rep missed out on $500,000 in quota that the right hire would have made. Assume a 66% gross margin or $300,000 missing from your bottom line.

Training — $10,000.

Overhead — supplies, infrastructure, admin — $18,000.

Benefits — $12,000

Severence — one month + HR/Legal — $10.000

Base comp — 12 months $60,000

Hiring — in-house or outside help time, costs — $20,000

Lost: $550,000

And then of course, managers always spend more time trying to train a failing rep.

The AAPS Profiler Sequence avoids all these costs — and saves you time. All for less than half a month’s draw. And we guarantee it or it doesn’t cost you a nickel.

There’s nothing like finding a natural-born salesperson. Then getting them to join your team and go out there and start selling. That’s what our client, Harry, of Ohio National said about a recent applicant we helped him pick.

The applicant had no sales background, nor was he a Financial Advisor at a competitor. In fact his background was manual labor.

But this month, his fourth month in  his new role as Financial Advisor, he won the VIP award for the entire Ohio National company.

Using our system, he was one of the 100 applicants(!) Harry received that month. Then, using our profiles Harry picked him out and hired him.

This is the kind of sales hiring results we see all the time here at Advanced Hiring System. Harry is ecstatic. When he first signed up he didn’t think it was possible. Today he gets tons of applicants and then lasers in on the best applicants.

Are you wondering whether your sales hiring results can improve? Let’s schedule a call to find out whether we can help you.

Schedule your strategy call here.
meetwithalan.com

During a recent client service call I heard of a new Post Office program I couldn’t believe. But, heck if it’s not true.

The Post Office will deliver direct mail to every resident, selected by carrier route.

This is a ground breaker as far as I am concerned. If you’ve got a local business targeted business to consumer, this program is amazing.

Bars, restaurants, grocery and specialty stores should be all over this.

You can’t mail business to business using the program. This makes no sense — (oh that’s right, it’s the guverment…) But still, for business to consumer this is a no-brainer.

Post Office Direct Mail Program