A Sales Problem Isn’t Always An Advertising Problem

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.

About wizardwalter

After more than 35-years refining the craft of ad writing I know a bad ad when I see or hear one. The majority of my time is split between consulting a select group of small businesses and creating effective ad campaigns for others. I look at the world first as a consumer, then as a marketer. Rather than bringing pre-conceived notions and snap answers to my clients, I bring a lifetime of experience based on trial and error as well as 20 years of successful sales management experience to the table. I have been an adjunct professor at the University of Wisconsin, has taught at the Wizard of Ads® Academy and speak to groups of business owners on ways to improve their advertising any chance I get. I look for business owners who have a burning desire to grow and a passion to make it happen. Then I help bring out their best. When I’m not working with clients, I’m usually researching, writing, recording commercials and viewing the world in a tree house down the road from Lake Michigan. I travel light and have easy access to Milwaukee Mitchell and Chicago O’Hare. If you’d be interested in discussing your situation let’s talk.
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