Ed Albertson
Vice President – National Accounts, Carew International
Your company’s sales force is a valuable, complex and differentiating asset which can make a huge difference in determining success for your entire organization. In such challenging times as these, it’s even more important to extract the best performance from our people and processes so we can optimize our results.
A Robert Half International survey of 150 senior executives from the country’s 1,000 largest companies identified “employee retention” as their greatest staffing concern. Almost four out of ten executives (39%) shared the same concern with retention, well ahead of the 17% who cited productivity and morale as primary worries. Max Messmer, CEO of Robert Half International said, “Many firms are operating with lean teams in which every staff member plays a key role in the business, making retention a greater concern. Companies that lose top performers may not only experience declines in productivity, but also incur significant costs in replacing these professionals.”
With that data in mind, imagine “plotting” each of your own sales professionals on the graph below, using their individual Potential and actual Performance as comparative reference points. Could you do it? If so, what would it look like? Would you like the story that your organization’s plot points tell?
With a slowing economy, it is increasingly important for you to know if you have “the right players on the field” and if they are “playing in the right positions.” Ensuring you retain the people who provide the greatest return on your investment could be your critical, competitive edge in today’s turbulent business environment.
Carew International and our business partner, HR Chally, offer over 65 years of combined experience in performance management and talent assessment. Improving productivity, reducing turnover and developing leadership (collectively) have become a significant advantage to organizations as they navigate the uncertain business landscape we anticipate for the near future. With the right players on the field, each playing in their optimal position and executing to their best abilities, you stand a much better chance of weathering today’s economic storm and being in position to dominate the field tomorrow.
Vice President – National Accounts, Carew International
Your company’s sales force is a valuable, complex and differentiating asset which can make a huge difference in determining success for your entire organization. In such challenging times as these, it’s even more important to extract the best performance from our people and processes so we can optimize our results.
A Robert Half International survey of 150 senior executives from the country’s 1,000 largest companies identified “employee retention” as their greatest staffing concern. Almost four out of ten executives (39%) shared the same concern with retention, well ahead of the 17% who cited productivity and morale as primary worries. Max Messmer, CEO of Robert Half International said, “Many firms are operating with lean teams in which every staff member plays a key role in the business, making retention a greater concern. Companies that lose top performers may not only experience declines in productivity, but also incur significant costs in replacing these professionals.”
With that data in mind, imagine “plotting” each of your own sales professionals on the graph below, using their individual Potential and actual Performance as comparative reference points. Could you do it? If so, what would it look like? Would you like the story that your organization’s plot points tell?
With a slowing economy, it is increasingly important for you to know if you have “the right players on the field” and if they are “playing in the right positions.” Ensuring you retain the people who provide the greatest return on your investment could be your critical, competitive edge in today’s turbulent business environment.
Carew International and our business partner, HR Chally, offer over 65 years of combined experience in performance management and talent assessment. Improving productivity, reducing turnover and developing leadership (collectively) have become a significant advantage to organizations as they navigate the uncertain business landscape we anticipate for the near future. With the right players on the field, each playing in their optimal position and executing to their best abilities, you stand a much better chance of weathering today’s economic storm and being in position to dominate the field tomorrow.
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