We have recently started developing our sales team for PAN India. we are into frozen foods manufacturing. My serious concern is that the team member we hire, either they left in a short period of time or due to lack of performance we terminate them. Its becoming a challenge for me to recruit many candidates. I want to understand what measures we need to take while hiring sales personnel. Need your professional and experienced advice.
From India, Mumbai
1From India, Mumbai
Training is the key for better performance.
Spend time and resources in getting qualified staff and then see the difference.
Put in place good policies of remuneration and incentives and see how staff remain loyal.
Job of sales is tough but employees will work when they see company cares and gives adequate incentives.
Exit interview of employees can give an indication of reasons for exit.
From India, Pune
Spend time and resources in getting qualified staff and then see the difference.
Put in place good policies of remuneration and incentives and see how staff remain loyal.
Job of sales is tough but employees will work when they see company cares and gives adequate incentives.
Exit interview of employees can give an indication of reasons for exit.
From India, Pune
Thank you so much sir, appreciate your response. we do take care in training, incentive too, infact we have once in a week on on one session with each sales personnel regarding their issues. but still the problem exist.
From India, Mumbai
From India, Mumbai
Dear Sankalp,
After going through your post, I feel that this could be the recruitment problem. For every job there is a person and for every person there is a job. Early exits or terminations show that there could be mismatch between the person selected and the job requirements.
The second question is about your organisation's culture. There could be fit between the job and the candidate and your selection could be right also but what if the selected person is unable to conform to the company's culture? Therefore, question arises is what kind of culture your company has and what efforts your company make to give specific shape to the company's culture?
Thirdly, if there is heavy attrition in particular department then have you spoken with HOD of the sales department? What are his views?
Lastly, have you taken feedback from the sales personnel? What are their job challenges? Have you conducted exit interviews? What is the outcome of such interviews? How HOD treats the newly joined employees? How the sales targets are set? Do salesperson perceive that the targets are unreachable?
Note of Caution: - In these days where social media is quite active, you need to curb these early employee exits. There are so many forums or portals available wherein ex-employees might express their negative views about the company. If this starts happening then it could work contrary to company's image and problems could aggravate further.
Thanks,
Dinesh Divekar
From India, Bangalore
After going through your post, I feel that this could be the recruitment problem. For every job there is a person and for every person there is a job. Early exits or terminations show that there could be mismatch between the person selected and the job requirements.
The second question is about your organisation's culture. There could be fit between the job and the candidate and your selection could be right also but what if the selected person is unable to conform to the company's culture? Therefore, question arises is what kind of culture your company has and what efforts your company make to give specific shape to the company's culture?
Thirdly, if there is heavy attrition in particular department then have you spoken with HOD of the sales department? What are his views?
Lastly, have you taken feedback from the sales personnel? What are their job challenges? Have you conducted exit interviews? What is the outcome of such interviews? How HOD treats the newly joined employees? How the sales targets are set? Do salesperson perceive that the targets are unreachable?
Note of Caution: - In these days where social media is quite active, you need to curb these early employee exits. There are so many forums or portals available wherein ex-employees might express their negative views about the company. If this starts happening then it could work contrary to company's image and problems could aggravate further.
Thanks,
Dinesh Divekar
From India, Bangalore
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