Employing the right person has the potential to, in the long run, save you thousands of dollars. Clearly the right initial choice will save money by reducing turnover but there are many other costs involved, some less quantifiable than others. Most sales managers agree that they cannot afford even one non-productive team member, yet most managers have their own 'horror' stories regarding troublesome or struggling employees. This highlights the importance of recruitment and selection of sales people. Various practices can and should be employed to best avoid the unenviable situation of having hired the wrong person for the job. Effective recruitment processes are imperative in attracting and retaining high quality staff.
As shown in the diagram in the extract in Appendix A, the Talent Selection Processes are an integral part of sales management. …
