Tt
Meet Jack
Meet New Sales Hire Jack:
Annual Territory Quota: $2MM
Base Comp: $120k
• Lost Sales While Position Open - 90 Da...
Before You Fire a
Sales Rep . . .
Take a Good Look
In The Mirror
You’ve invested blood, sweat, and tears in
your salespers...
Jack’s Post Mortem
Wrong Fit: Jack came from a big company and was brought into a small company
with limited resources.
Wr...
Download Full Presentation File Here:-
http://community.mile.org/index.php/downloads/file/177-
how-to-turn-around-under-pe...
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How to Turn Around Under Performing Sales People

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Download Full Presentation File Here:-
http://community.mile.org/index.php/downloads/file/177-how-to-turn-around-under-performing-sales-people#.U-n_vPmSxFk

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How to Turn Around Under Performing Sales People

  1. 1. Tt
  2. 2. Meet Jack Meet New Sales Hire Jack: Annual Territory Quota: $2MM Base Comp: $120k • Lost Sales While Position Open - 90 Days: -$500k • Placement Cost 20% of Comp: -$24k • Twelve Month Ramp-up Salary & Benefits: -$138k • Training Material Cost: -$2k • Lost Sales While Ramping Up: -$2MM • Actual Sales Produced: +$250k Jack’s Total Ramp-up Cost: -$2,414,000 Jack was let go in month 13 when management became impatient with his lack of productivity.
  3. 3. Before You Fire a Sales Rep . . . Take a Good Look In The Mirror You’ve invested blood, sweat, and tears in your salesperson. Nothing seems to be working. Your rep continues to underperform.
  4. 4. Jack’s Post Mortem Wrong Fit: Jack came from a big company and was brought into a small company with limited resources. Wrong Skills: Jack was not comfortable with the level of prospecting and cold calling required. Poor Sales Onboarding: Jack received almost no new hire training. Management assumed since he had sales experience he knew how to sell their product. Non-existent Sales Coaching: Jack received little hands on coaching from his sales manager. In fact, his sales manager did not go out with him once during his employment.
  5. 5. Download Full Presentation File Here:- http://community.mile.org/index.php/downloads/file/177- how-to-turn-around-under-performing-sales-people
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