Saturday, July 5, 2008
RV Sales are tough these days
Unless you can clone your top salespeople
A recreational vehicle dealer with a long history of steady growth and success had positioned itself to take advantage of the explosive growth of the RV market over the past three years. The dealer’s primary challenge: identifying salespeople likely to excel in their three stores. The company’s high visibility and reputation for excellence makes it an employer of choice in its markets. The company has a good applicant flow and it can afford to be selective.
An analysis of the company’s sales data, however, shows it suffers from the pervasive 80-20 rule of sales: their top producers are outselling their bottom producers by over 500 percent!
At the same time, turnover is unacceptably high in the sales force, with many new salespeople failing within six months of hire. In an industry where a dealer may spend over $1,000.00 just to provide the opportunity for a salesperson to spend time with a qualified buyer, the lost opportunity cost at this failure rate is enormous.
To read the rest of this case study, click here.
A recreational vehicle dealer with a long history of steady growth and success had positioned itself to take advantage of the explosive growth of the RV market over the past three years. The dealer’s primary challenge: identifying salespeople likely to excel in their three stores. The company’s high visibility and reputation for excellence makes it an employer of choice in its markets. The company has a good applicant flow and it can afford to be selective.An analysis of the company’s sales data, however, shows it suffers from the pervasive 80-20 rule of sales: their top producers are outselling their bottom producers by over 500 percent!
At the same time, turnover is unacceptably high in the sales force, with many new salespeople failing within six months of hire. In an industry where a dealer may spend over $1,000.00 just to provide the opportunity for a salesperson to spend time with a qualified buyer, the lost opportunity cost at this failure rate is enormous.
To read the rest of this case study, click here.
Labels: Assessments, Case_Study, Sales
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