Do You Have Excessive Turnover on Your Sales Team?

Employee costs skyrocket when you are in a highday training session that you can probably shelve
turnover situation. Searching, recruiting, andyour sales training idea for this year. Maybe next
training of new hires all add up quickly to in manyyear you can get it into the budget.
cases thousands of dollars per employee. Add inThere is another answer for this year. Your
recruitment firms and you could easily be in therepresentatives need training. Not just product
tens of thousands of dollars for 1 new salestraining they need to learn how the sales process
representative. And then they have to stick. Howworks. The answer is web based sales training. If
do you keep from losing that new salesyou have excessive turnover on your sales team
employee? How can you reduce the overalluse web based sales training to combat the
turnover in your sales department? How can youproblem.
reduce turnover and reduce these new hire costsWeb based sales training or e-learning is an
in one shot?economical response to the more formal 1 or 2
As an ex-sales manager who has manageddays sales training seminars. Also since these
hundreds of sales employees over the years thetypes of classes are short in their duration your
one thing that new hires want and need whensales representatives will typically be back on the
they come on board is training.phones with a renewed sense of energy in under
As a sales manager recruit after recruit would be2 hours per session vs. 2 days. That's a bonus for
in my office during the interview process and askyou and your VP.
me about our training programs. They want asWeb based sales training courses allow you to
much product knowledge as possible. Just aboutfurnish ongoing sales training at convenient times
everywhere I have worked in my career has hadfor you and your business structure. Also at a
this point nailed down. Product knowledge will becost of less than $50/student vs. $500/student it
taught!is an easier sell to your VP. Now your VP of Sales
Product knowledge is KEY to keeping your salesalso looks good because they are offering
employees abreast of your company's goods andcontinuous e-learning education on the exact
service.topics that the individual reps need.
But if so much money is being spent on productThrough daily coaching sales managers know
training why does the sales profession in generalwhich reps need help with opening a call, which
tend to have such a high turnover? Also ifneed help with probing for needs. Which reps can't
product knowledge was all you needed why don'tpitch properly and which reps just seem to forget
all college graduates with at least a "C" averageto ask for the sale. Your salespeople may not
make it in sales?need a 2 day sales seminar. They may be able to
The answer is fairly straight forward. Theseget the needed help they desperately want on
employees need sales training not just producttheir one specific area of opportunity.
training.Check into a web based sales training class when
If you have been a sales manager for a while youyou get the next opportunity. The worst thing
have probably figured this out reps need morethat can happen is that your reps learn a proper
than product knowledge. You know they alsosales process and they ultimately prosper. If they
may need more than the daily coaching that youprosper then you will immediately reduce your
are personally providing. They need a professionalturnover and immediately reduce your
outside sales trainer to bring the staff to the nextdepartments cost just by offering something that
level.every sales representative needs... professional
You also know that your VP of Sales has P/Lsales training.
responsibility and at $500/head for an on-site 2