It’s not your imagination. There IS a pattern to my recent blog entries: denial and avoidance.
One client recently became worried when yet another salesperson quit. They had checked the competitive landscape to make sure they were providing appropriate compensation, incentives, and benefits. They had used outside assistance during recruitment, screening, and selection. They had improved their orientation and training program. They provide a superior product. They had clear territories, lists, systems, and access to resources.
They were tempted to mechanically crank up the recruitment machine to replace the salesperson. Even WORSE, with the slowed economy and squeezed resources, they seriously considered NOT filling the vacant sales position at all.
But either of those approaches could become very expensive.
It is time to pause and do just a little bit of research before making a decision.
Is this economy so different that even seasoned sales people can’t make it work in their marketplace? Is there something about how this company operates on a day-to-day basis that isn’t conducive to retaining experienced sales people? Or is there something about the boss?
Are there any uncomfortable questions YOU are avoiding that could lead to expensive mistakes?