During my recent MBA webinar series on recruiting, hiring and onboarding, I polled participants on these topics. Last week, I asked students “What percent of new hires leave the company or are terminated within 180 days of their hiring date?” The answer was shocking. Attendees estimated that 60% of their new hires don’t last […]
New Hire Turnover is Hurting Production Results Read More »
In the current marketplace, companies are recruiting like crazy in an attempt to improve sales performance. The problem is that hiring top producers is difficult because they are not easily pried loose from a competitor. As a result, companies end up recruiting and hiring middle-of-the-road originators, hoping that CRM systems and marketing will transform
The Impact of Hiring Average Originators Read More »
When interviewing mortgage banking originators, it is common practice to ask sales candidates to provide their W-2s. Lenders believe W-2s provide proof that the candidate has done the sales volume he or she has claimed. Now, asking about salary history in candidate evaluations is coming under scrutiny by states. As an example, the state of
A New Challenge to Using W-2s in Job Qualification Read More »
In 2015, the retention of top producers (the top 10% of a sales force) will once again be a critical issue for many sales organizations. Losing top performers has a negative impact on a company that reaches far beyond lower volume. A top performer’s presence in a market is not easily or quickly replaced. Studies
Start the New Year Off Right: How to Keep Your Top Producers Read More »
