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How Many of Your Salespeople are Underwater?

How Many of Your Salespeople are Underwater?. 20 years of research tells us that 20% to 25% of an organization’s sales force are underwater and performing below their quota. Developing Sales Force Effectiveness. Improving sales effectiveness by identifying individual developmental needs.

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How Many of Your Salespeople are Underwater?

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  1. How Many of Your Salespeople are Underwater? 20 years of research tells us that 20% to 25% of an organization’s sales force are underwater and performing below their quota

  2. Developing SalesForce Effectiveness Improving sales effectiveness by identifying individual developmental needs.

  3. The Sales Challenge 20 years of research tells us that 20% to 25% of an organization’s sales force are underwater and performing below their quota 20% of salespeople account for 80% of overall company sales Salespeople are looked upon as a commodity now more than ever The traditional sales approach is to sell “outputs” / transactional Traditional sales training rarely sticks How do we achieve sales excellence? What is Sales Excellence? How do we get people to perform better? How do we get there? Developing Sales Force Effectiveness

  4. Cost of Sales (Example) Million dollar sales quota at 10% EBITDA = $100,000 revenue Salesperson fully burdened (Salary, Comm / Expenses) @ $80,000 Net = $20,000 Profit per salesperson Salesperson at 75% of quota / $750,000 @ 10% EBITDA = $75,000 Salesperson (Salary, Comm / Expenses) @ $80,000 $5,000 Loss for every salesperson at 75% of quota How many of your salespeople are underwater? How much are they costing you? Developing Sales Force Effectiveness

  5. What are your under-performers costing you? #1 “Under-performing badly” performing in bottom 25th percentile 12 months to train plus 12 months to assess plus 90 days notification period 2+ years worth of direct expense and 6 months of expense to hire, assess, and fire Additional non-recuperative costs...CRM time/usage, costs lost/stolen, warranty expenses related to mis-applied products, lost opportunity, etc.  #2 “Too Good to Throw Away, but Not Good Enough to Keep" performing between 60th percentile to 25th percentile It gets REALLY expensive because there are worse sales people shielding the ineffectiveness of this category. Probably adds a full year to the assessment period.  How do you cut your assessment time from 1 to 2 years to 3 months? Our process shows you how to do that! Developing Sales Force Effectiveness

  6. Establishing The Baseline Is my sales force able to execute our strategic intent? Are my salespeople capable of delivering consistent results? Do I have the right people in place to succeed? How many are under quota and will they / can they make it? How long should I wait before letting a “C” player go? How do I coach and direct my team’s efforts to optimize performance? How do I hire the best people going forward? Developing Sales Force Effectiveness

  7. A 30 Minute Pre-View Improving the sales effectiveness of just 2 salespeople will give you a 100% ROI. To understand more about how this program will help you get your sales force selling more effectively and profitably, please join me in a 30-minute preview to find out how to implement this in your organization. Rick Tiemann President The Executive Group Developing Sales Force Effectiveness

  8. Rick Tiemann Hello! Thank you for taking a few moments to look at our program. Please join me in a 30 minute preview of how this program will pay you dividends. • Started The Executive Group in 1991 to help organizations select and develop their personnel and address their business development needs. • Over 38 years of business and sales experience owned 3 companies, National and International Sales and Marketing experience and former President of a $75 million service provider. • Served as a behavioral coach to presidents, executives, managers, and salespeople. My belief is that one of the biggest challenges facing businesses today is how to attract, hire, train, retain and develop the right people.

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