Hiring a new employee means a significant amount of time and money needs to be invested in this process. From the moment a company decides it needs to recruit an individual, funding must be set aside to place ads, hold interviews and review credentials. Applicant information must be keyed into business systems, an offer must be made and payroll assets set aside to cover the new addition's regular paychecks. Companies also need to devote money to acquiring tools for that individual's daily work needs, such as computers, uniforms, training materials and the time to learn all of these complex systems. Creating a streamlined sales on-boarding process can help, but talent management is often a first resort instead of facing firing circumstances.

Challenging retention issues
All of these financial outlays highlight why retention is so important. The cost of replacing an individual could be considerable for businesses of any size, especially when considering the downtime needed to bring a new trainee up to speed. According to the AARP, the associated price tag of employee turnover should be a substantial reason for increasing sales performance management operations. Losing top performers can create a serious concern for firms that need to keep bringing in revenue and attracting customers, especially when the relationships these personnel have been fostering with clients are suddenly cut short.

Zane Benefits added that it's often better for businesses to consider talent and sales performance management techniques before things get to the point where retention could be a problem. The source wrote that it's important for companies to come up with sound strategies for sales coaching, mentoring, relationship building and performance management that make employees want to stay. These solutions also turn staff members into better workers, making their presence within an organization equally desirable for the company. Investing in employee retention may seem expensive as an initial outlay, but the returns on this spending will be far more beneficial in the long run to businesses than having to replace experienced personnel all the time.

Creating an environment that encourages employee engagement and retention will help boost overall sentiments among workforce. In companies where sales professionals are easily replaced and quickly fired, morale may suffer as personnel feel unappreciated and expendable. Challenging this idea requires investing money and effort in improving performance management so that personnel and their employers can experience positive outcomes.