Author Archives for Shanan Marshall
July 14, 2021 7:52 am
Published by Shanan Marshall
Welcome to week 5 of our blog series on the predictive demographic attributes of top competitive sales hires. For those just joining us, the four previous characteristics that were covered were: (1) Coming from a Warm Referral Source; (2) Being Employed at the Time of Applying; (3) Possessing at least 3 Years of Competitive Sales Experience; and Previous Job Stability. Predictive Trait #5: WORKING > 45 HOURS PER WEEK Our data clearly shows that sales rep recruits who are currently working > 45 hours per week with their current company, ultimately hit the ground running with a new organization and outperform production standards by the end of their first year. Competitive sales positions oftentimes do not align with a typical 9 – 5 workday. They often involve travel, entertaining clients, off-hours presentations etc… which may compete with certain peoples’ personal lives or expectations. Consequently, people who are working a lot......
July 7, 2021 9:58 am
Published by Shanan Marshall
Welcome to week 4 of our blog series on the predictive demographic attributes of top competitive sales hires. For those just joining us, the three previous characteristics that were covered were: (1) Coming from a Warm Referral Source; (2) Being Employed at the Time of Applying; (3) Possessing at least 3 Years of Competitive Sales Experience. This week’s predictive demographic trait is JOB STABILITY. Our data clearly shows that sales rep hires with 2 or fewer full time jobs in the past five years, significantly outperform and are retained at a much higher rate than those with more career movement. As illustrated to the left, sales rep hires with previous job stability provide a “double whammy” ROI, whereby they perform above average and are retained at a substantially higher rate. Let us use a company of 100 sales reps as an example: Average 1st Year Production: $200,000 Average Cost of......
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