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How Much Money are you Wasting?

The process of interviewing, hiring, training, and then losing salespeople is a costly one. Let's determine to what extent your company has wasted its money on salespeople who are no longer with you.

a. We currently have ________ salespeople.
b. They produce approximately $__________ in total volume.
c. We hired _______ salespeople in the last five years.
d. ________ salespeople have either resigned or have been "released" during this period.
e. Our turnover percentage (d / c X 100) is ________ %.
 
f. Before hiring those individuals, we probably interviewed ______ people.
g. Each interview lasted about _________ hours.
h. I value my time at $ __________ per hour.
i. COST OF INTERVIEWING:(f X g X h)$_________
 
j. We paid each new hire a base salary of :$_________
k. The salespeople who are no longer with us lasted an average of: ______mos.
l. COST OF PAYROLL:(d X j X k)$_________
 
m. Personal time invested in training, managing and coaching one person: _______hrs.
n. Cost of personal coaching and managing: (m X h)$_________
o. Money spent on sales training for each person$_________ (multiply X d):$_________
p. Approximate total of phone bills run up by these people for prospecting:$_________
q. Cost of leads used on these people:$_________
r. LOST sales due to their inability to sell:$_________
s. Commissions paid in advance on accounts not collected:$_________
t. Cost of sales calls, travel, etc.:$_________
u. Reimbursed expenses:$_________
v. COST OF YOUR GHOSTS:(sum of n through u)$_________
 
TOTAL COST:(i + l + v)$_________
Training Resources

Breakthrough Selling, Inc.
1701 E. Woodfield Road
Suite #760
Schaumburg, IL 60173

Ph: 847-995-8109
Fx: 847-995-8112

Email: info@btselling.com