Turnover in a sales team is expensive. It often takes 6 months to recruit a new sales rep, 6 months to train them, and 6 months to help them become top-performing. Team productivity will improve if teams can shrink their on-boarding cycles.
One of the keys to doing so is having real-time, auto-generated, comparative trends on how much effort is being invested, and how the impact of those efforts on prospects' progressions through the sales funnel.
We've an example where Amacus' metrics revealed an on-boarding performance issue and provoked the learning needed to shrink the time it took for a new hire to hit top-performance. In the new hire's first six weeks, their conversion rates from first conversation to first sales appointments (and beyond) were lower than those of the top-performing reps. As expected. Around week four, the new hire's conversion rates began to plummet. Not expected.
A sales meeting was convened. The new hire and a top performer participated. Their comparative results were reviewed. Everyone agreed the numbers were clean, comparison was fair, and the situation was clear. Many questions were asked. Turns out the new hire was hitting objections and wasn't clear on how to handle them. The top-performer gave clear instructions on how to do so. The meeting adjourned.
Within 2 weeks, the new hire reached all time highs in their conversion rate, and their rate began to approximate that of the top-performers.
Six weeks in, the new hire was a winner. So was the sales team.
