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Sales Recruiting - How Long Can You Retain The New Salesperson?

Written by: Dave Kurlan

Article Overview: Back in April, I posted an article that was actually my third in a series on Sales Longevity - the science of predicting sales turnover. In that article I provided a link to my latest White Paper on the subject and suggested that this new science would someday become a new feature in our already cutting edge Sales Candidate Assessments. Well, that day is upon us.

Sales Recruiting - How Long Can You Retain The New Salesperson?



Back in April, I posted an article that was actually my third in a series on Sales Longevity - the science of predicting sales turnover. In that article I provided a link to my latest White Paper on the subject and suggested that this new science would someday become a new feature in our already cutting edge Sales Candidate Assessments. Well, that day is upon us.

First, we calculate Ramp-Up, Months to Break-Even and Months to 5xROI for each candidate based on some information we collect from you. This number changes based on a candidate's own Ramp-Up Skills which we measure in a formula called Figure It Out Factor (FIOF).

Then we calculate the likelihood that you'll be able to retain a particular candidate for the months required to 5x ROI based on 5 additional factors:

1. Your Sales Management Supervision
2. Your Sales Compensation Method
3. The Candidate's Years of Experience
4. The Candidate's FIOF
5. The Candidate's Sales Quotient

Just think about the implications of this! You have a very strong candidate, highly recommended but the odds of keeping him around long enough to just break-even aren't very good. Now what?

Or you have a candidate that you like, but not as strong as the previously mentioned candidate. The odds of retaining her through 5xROI are terrific. Do you hire her?

On Wednesday, August 25, I will host a Webinar at 1:30 PM ET, to unveil the new Longevity Findings in the Assessment. I hope you can join me! Click here to register for the Webinar.

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Article Tags: breakthrough, candidate assessments, compensation method, cutting edge, images, li li, likelihood, longevity, management supervision, new feature, new science, odds, quotient, s sales, sales compensation, sales management, sales turnover, target, webinar, www1



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Re: Recoverable/Non-Recoverable Sales Draw - Hi Peter, While I don't have any experience with Non-Recoverable sales draw salary, I'd say if your salesperson isn't meeting your expectations, you can either let him go or re-negotiate his contract to be straight commission. So how many quarters has this person been under performing?
Hiring introverts vs. extroverts - Hi Kevin - interesting topic! Thinking back over my career as an entrepreneur and the people I've brought on, most of them have been introverts. The exception usually comes with the sales function (but not always). It's generally hard to be a good salesperson if you are an introvert.
Re: eBook Testimonials Needed - And I see it's offered in the form of a long sales letter.... How about an experiment? (We've been having a discussion in a different folder on what sells better, long sales letters or small websites.) Redo that sales letter into a 3-4 page site with all the text above the fold, and see which one sells the product better?
Re: How to be a Sales Superstar by Mark Tewart - The only questions *I* have right now are financial ones... am I going to get to keep my hard-earned money or is the guvmint going to increase my taxes so they make sure the auto execs and the bank execs continue to get their multi-million dollar salaries! Long sales letters vs short sales letters, a topic I've always wondered about! I don't know if that'd be an appropriate question for your show tomorrow, but I'd be interested in insight on what's the best way to sell something - as for example an ebook - on the web. A whole website geared to the book, or just one long, long, long page...
Re: Network Marketing - [quote="saraloves":3bc8xfg2]I've had a few people approach me for networking marketing opportunities. Most of them sound very unprofessional and seem more interested in recruiting member than selling or supporting products so I think that's why they get a bad rap. [/quote:3bc8xfg2] I only investigated one MLM company, many years ago, and this was exactly the problem I had with them. It was when I was in my twenties, already employed by someone else, and just looking for ways to earn "extra money". A friend tried to recruit me into an MLM company to sell collectible phone cards. But all she ever talked about was how much money I'd make by recruiting other people to recruit other people also - there was never anything about how to actually sell the product. I went with her to a seminar on the company - two hours long - and it was the same thing. How to recruit other people to sell the cards, how much you earn depending on how many people [i:3bc8xfg2]they [/i:3bc8xfg2]recruit, (the typical fancy grades of "diamond, emerald, pearl," for each level of income you got to, etc.) but again, absolutely no advice on how to sell the cards, who produced the cards, the guarantee of if they'd maintain their value, etc. By the end of that seminar I'd been convinced not to try it, for two reasons. Most importantly - although I've become more outspoken and self-confident and professional in the years since then - I did *know myself* at that time, and there's no way I could have approached people - whether strangers or friends - and attempted to recruit them - especially when I didn't believe in the product. And the second reason was I simply didn't believe in the product. If all the time in a seminar is spent not on hyping the product but on hyping the money you'll make by recruiting other people to sell the product, then something's wrong!


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