The True Cost of Sales Rep Turnover: Safeguarding Your Investment

In the fast-paced game of sales, snagging the best recruits is like putting your money where your mouth is for owners in the promo space. But here is the real kicker – it's not just about hiring; it's about quickly getting them up to speed with top-notch training to safeguard your investment. The tricky part? Many businesses stumble through onboarding, making small, but costly, slip-ups that hit hard and might even send new reps packing.  

Common Pitfalls in Onboarding: 

Recruiting and hiring top sales talent is a substantial investment, and the stakes are even higher when new hires decide to leave prematurely due to lack of training. Some common mistakes when it comes to onboarding include insufficient training programs, lack of ongoing support, and a failure to address the needs specific to each individual sales rep. Not only do these errors hinder the growth and success of the new hires, but the negative impact can ripple throughout the entire sales team effecting morale and performance. 

The Steep Price of Employee Turnover: 

Research has shown that if a new sales rep does not feel adequately supported during onboarding, they are 75% more likely to leave the company within the first three months. This type of fast turnover comes with a hefty price tag, with the average cost per turnover of a sales representative surpassing $90,000. This figure includes recruitment expenses, onboarding investments, and the potential revenue lost during the transitional period. 

Solutions to the Onboarding Challenge: 

The good news is that there are many solutions available, specific to the promo industry, to address these common pitfalls.  

“Investing in training not only takes the pressure off your back as an owner, but it’s also a key factor when attracting top talent in the workforce,” said Claire Lavoy, Professional Development Manager at Facilisgroup. “More applicants are looking for jobs that offer opportunities to expand their careers with professional development opportunities,” said Lavoy. “The new generations entering the workforce are looking for employers who are willing to invest in them.”  

Electrifi is a sales onboarding course under Amplifi, Facilisgroup’s comprehensive educational suite, that helps reps quickly establish themselves in the promo industry. A perk exclusive to Facilisgroup partners, the 4-month training course covers a variety of different topics ranging from communications strategies and goal setting to prospecting and sales strategy with a focus on Syncore, their all-in-one cloud-based software solution. 

“The course allows managers to focus on what they do best while we get them up to speed quickly,” said Lavoy. “You can count on sales rep growth and increased retention with Electrifi.”   

The Promotional Products Association International (PPAI) offers Certified Advertising Specialist (CAS) certification for members who have completed initial Training Advertising Specialist (TAS) certification. Participants are given 1 year to complete the program with topics ranging from product safety and marketing to customer engagement and business ethics. 

Likewise, The Advertising Specialty Institute (ASI) offers a variety of courses to members including Sales Success, which covers topics such as goal setting, marketing best practices, and presentation tips from industry experts through prerecorded modules.  

So, as you navigate the hustle of promotional product sales, keep in mind that prioritizing training and onboarding is not just about safeguarding your investment; it is the secret sauce for creating an environment where sales reps can truly thrive.