Heroes are in Short Supply

In August I wrote about the difficulties in finding QUALITY employees. With unemployment rates hovering around what we used to call "full employment" it's difficult to find the kind of talent that can change the balance of power in your industry.

Today, the DOW closed at another record high, over 12,000. The economy remains strong. I recently wrote a white paper talking about how employee turnover, especially in the sales area, increases during prosperous times. (Send me an email, and I'll send you a copy.) With turnover approaching 40% in sales forces, you cannot afford to wait, nor can you afford to hire badly...it's expensive.

The way around this problem is to CODIFY and DOCUMENT your sales process so that "mere mortals" can be productive and effective. Heroes are hard to come by and expensive.

Think about how you might capture the "best practices" of your best sales people and document your sales process in a way that leverages that experience.