A struggling salesperson is a common workplace problem whose consequences are often overlooked. Obvious casualties include scuttled dreams, wounded egos, and loss of workplace clout for the sales leader.
But a struggling salesperson also comes with a steep financial price. The average salesperson needs three months before they are ready to interact with buyers. It takes 15 months before they become a top performer.
At the time of this writing, the average salesperson’s annual base salary is $60,768, which means a company would pay $75,982 in salary before that person exceled. Add in healthcare costs and other benefits, and a company would spend $106,374 before it started to see a meaningful return from this new hire.
It’s apparent that one salesperson’s struggles can affect many. Smart companies help them succeed.
Challenges at a Medical Device Manufacturer
During a recent webinar, one of our clients, a medical device manufacturer, shared how they turned a struggling salesperson into a peak performer.
The salesperson in question was lured away from a competitor. He had considerable sales experience and had made President’s Club year after year, so his new sales manager assumed he would reach quota quickly.
But instead of reaching quota, the salesperson struggled. Frustration and disappointment abounded. The sales manager believed the new hire would soon be terminated.
A Change in Leadership Style Changes Results