Category

Human Capital Management

man stepping up bar chart with money flying out of his hand

Ascertaining the Real Value of Your Sales Manager?

By Human Capital ManagementNo Comments

What is the value of your sales leader to your business? A question that many CEOs consider when they are looking at lack lustre results or high staff turnover in sales. This blog post is a little confronting as it may hit some home truths, but it will certainly give CEOs something to ponder.

Recently I was sitting in a client executive meeting where a sales leader was reporting on their team’s performance for the last calendar year. The financial report demonstrated 94% achievement of sales goals and a reduction in profit margins. There was a staff churn rate of 27%. All having a cost to the business, directly and indirectly.

Read More
Close up of Contract of Employment title page

Sales managers high exposure to unfair dismissal

By Human Capital ManagementNo Comments

At some point in time a company will unfortunately be faced with an unfair dismissal claim. That exposure is increased significantly when it comes to sales employees.

A recent survey by Sales Focus International discovered 86% of companies embraced a sales management style that was a breeding ground for receiving complaints about bullying or unfair dismissal from sales employees.

Read More
Top