Dinesh Divekar
Business Mentor, Consultant And Trainer
Insolvency N Gst Professional
+2 Others

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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.
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.

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.
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.
Dinesh Divekar

Dear Sankalp,
You have an issue that is not unique to you. There are many such instances that we have come across in the past and continue to do so. I agree with our esteemed member Dinesh, where he suggests there could be an issue at the hiring level. Training has its limitations. You may impart world class training to your sales people, but are these sale people the right fit, are they supposed to be in sales function.
To keep things short, you may look at introducing some of psychometric tool as part of your hiring process. Its an investment that will eventually have a positive impact in the long run. Like said earlier, when you have the right people for the right job, up - scaling their capabilities can be addressed through training, coaching, etc.
Hope I have been able to answer your question.
Thank you and all the best. You will for sure find a solution to the challenges.

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