Sales Turnover and Performance: Telecommunications

Sales Turnover and Performance

Improving New Hire Performance
& Reducing Turnover at a Growing Telecommunications Company

Client Case Study

Sales Turnover and Performance: Telecommunications

Situation

This telecommunications company wanted to expand revenue through a new go-to-market sales strategy but was facing growing turnover for new sales hires.  Adding and retaining top sales talent to their sales force was paramount to their growth plans.

They basically had two kinds of employees: experienced sales reps who had “made it” and would stay, and new sales hires who would leave in the first three to twelve months.

The company wanted to:

  1. Reduce sales rep turnover
  2. Increase sales volume and revenue per unit

Complications

Approach

  1. Identify the Sales Skills that Matter Most
    Conducted a training needs assessment to agree upon the critical few money-making skills required to execute the sales strategy
  2. Design and Development
    Designed and delivered a highly customized consultative sales skills training program
  3. Reinforcement and Measurement
    Conducted a customized training measurement survey to track both sales skill adoption and proficiency in the areas of 12 agreed upon consultative selling skills, reinforcement activities and sales manager performance coaching.

Results

As sales skills were developed, performance improved and sales rep turnover dropped.  As a bonus, new hires using the new skills had higher margins.

  • 22% higher revenue per unit sold for new hires vs. experienced group
  • 68% decrease in turnover (from 82% to 26%) in six months
  • New hires out-performed all experienced reps in 25% of metropolitan areas

Sales Turnover and Performance: Telecommunications – Client Case Study

Related Information

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They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense.  Thank you!

Doug Stantial
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