I have a manufacturer client that does most of their work in the security industry. They had an ongoing problem of losing sales people after two years. The sad part was that most of the sales people were not performing anyway. My client reached out to us about assessing their entire sales operations, but also asked for our Sales On-Boarding program… and it saved them at least $400k within two years.
How? Well, the sales development parts of the program get a sales person ramped up in about half the time a typical process does… and there are definitely some measurable outcomes to this aspect. However, the $400k I reference is because we were able to identify two poor hires within 90 days. After my client terminated the two of them, the items they uncovered validated their decision – never meeting with customers, not understanding the technology, not returning calls, hundreds of unopened emails, etc. The comment made to me was…
“Chris, without your program of measuring activity from day one, we would’ve kept them around for 18 months.”
I much prefer sharing stories about my clients’ recurring revenue or gross profit increasing dramatically, but this is a real problem that most security companies face … and our Sales On-Boarding program answers this (it also accelerates and increases the performance of the good hires).
If you’re interested in learning more about our Sales On-Boarding program, please click here.
