Purchase Solution

Training to Prevent Turnover of Sales Representatives

Not what you're looking for?

Ask Custom Question

Imagine that your current training is weak and inconsistent, which resulted in high turnover of sales representatives. Using the information from below about my company, think about how would you mold your ideal salesperson with training and develop an effective training plan for new hires and current representatives. Some items that we may consider are:
- How would you set up training?
- Would it be classroom or Web-based?
- How long, and how consistent would the training be?

My training plan may should include, but may not limited to:
- Procedures, processes, and protocol.
- New hire training.
- Mentoring.
- Resource manuals.
- Product training (for example, provide a description of what it would consist of)

Company information:
The company is a manufacturer of refrigerated cases for the retail and grocery market. Here is some information that you need to know about the company:
- There is one corporate office and manufacturing plant based in Michigan, with a total of 100 total employees.
- There are regionally based locations, which currently cover six Midwestern states: Minnesota, Wisconsin, Michigan, Illinois, Indiana, Ohio.
- Currently there is one sales manager (you) and 12 sales representatives.
- The sales representative territory is set up geographically with two representatives per state.
- Compensation is based on a salary of $25,000 per year, plus a yearly bonus.

Purchase this Solution
Solution Summary

The solution discusses training to prevent turnover of sales representatives.

Solution Preview

Let us take the case of new hires first. The new hires will undergo an extensive orientation and training program. The orientation program will comprise of extensive information session to impart knowledge to trainees on the history and culture of the organization, working styles and practices, industry in which the firm operates as well as products/services offered by the organization. The training will prepare the new hires to transition into the new organization and role in a smooth manner.

The new hires will be put under a mentor who will guide the trainees to transition into their new roles and understand the dynamics of the organization and the sales department in an effective manner. The mentors will take the new hires on field visits and make them aware about the sales process, sales tactics and real life situations occurring during sales presentations. The mentors will act as their guide and friend and will help the new hires in adjusting effectively to the new organization.

The product training provided to new hires, as well as conducted for existing hires as well on time to time basis, will comprise of ...

Solution provided by:
Sandeep Bardia, MBA
Education
  • BCom, SGTB Khalsa College, University of Delhi
  • MBA, Rochester Institute of Technology
Recent Feedback
  • "Thank you. "
  • "Thank you"
  • "Thank you. I got 20/20 last week for my discussion you help me out with."
  • "Thank you. Great Job. "
  • "Thank you. Great Job. "
Purchase this Solution
Free BrainMass Quizzes
Writing Business Plans

This quiz will test your understanding of how to write good business plans, the usual components of a good plan, purposes, terms, and writing style tips.

Accounting: Statement of Cash flows

This quiz tests your knowledge of the components of the statements of cash flows and the methods used to determine cash flows.

Team Development Strategies

This quiz will assess your knowledge of team-building processes, learning styles, and leadership methods. Team development is essential to creating and maintaining high performing teams.

Organizational Leadership Quiz

This quiz prepares a person to do well when it comes to studying organizational leadership in their studies.

Change and Resistance within Organizations

This quiz intended to help students understand change and resistance in organizations

View More Free Quizzes
Related BrainMass Solutions

  • Valley Winery Case Analysis

    Businesses have an image they would like their representatives to project. Once qualified sales representatives have been hired, proper training should be enforced.

  • Training for Sales Representatives

    Training for new sales representatives. The Director of Sales, Jorge Muñoz, has approached you to recommend training for new sales representatives.

  • Sales Representatives and Employee Training & Development

    Jorge Munoz Sales Representatives and Employee Training and Development The Director of Sales, Jorge Muñoz, has approached you to recommend training for new sales representatives.

  • Evaluation Plan: Qwerty Ltd Keyboards

    The sample section of the plan is included in that local sales representatives are slated to test the training.

  • Disproportionate emphasis on the financial perspective?

    When the profits were short of goal, they froze travel and training. So sales representatives could not visit customers and operation and professional employees could not go to their annual training updates.

  • Case Study on Testing of hypothesis

    The sales manager of your company wishes to evaluate the performance of the company's sales representatives. Each sales representative is solely responsible for one sales territory.

  • KSA analysis

    The Director of Sales, Jorge Muà±oz, has approached you to recommend training for new sales representatives. In the form of an e-mail, identify the training objectives and the audience analysis that you will recommend to Mr. Muà±oz.

  • Training Store Salespersons

    These indicators have been selected because it is because of poor training that sales targets are missed and customer satisfaction drops. In addition, high employee turnover indicates that the employees are not well trained.

  • Call Centers: Turnover And Absenteeism

    Due to this lacking, representatives cannot give enough training and support to their employees and this results dissatisfaction among customer and employees both.

View More Related Solutions