Sales were down. The Sales Manager explained that only 4 of his sellers had been with him for more than a year. I told him that was only the tip of the iceberg. What is your turnover ratio? Blank stare. He had an average sales staff of 10 the previous year. A total of 12 sales people left for one reason or another. 12 divided by 10 equals a 120% turnover. Yikes. Hours spent interviewing replacements. Even more hours spent training. Not much time left to coach and encourage the “keepers” on the staff.
You can’t manage what you don’t measure. Start measuring, start hiring better (more about that later) and start telling your “keepers” how much you appreciate them.