The Cost of Replacing a Sales Rep

It's no secret that onboarding tends to be a "have to" instead of a "want to", but how do you make sure you've optimized onboarding so time and money is well spent? This is Part I in our series "How onboarding impacts sales force productivity (SFP)". Throughout the series we will be talking through the cost of replacing a sales rep, what the current trends are for sales onboarding, sales onboarding best practices, and, finally, how to build your own sales onboarding plan.

Let's begin by posing a couple of questions for you to ponder. 1) Could you use onboarding to address the following situation? 2) If so, how?

It costs approximately $115,000 to replace a sales rep. Yikes! That's a scary big number. But it's the average tab according to one source, when you factor in separation costs, replacement costs (including lost time in the field) and costs for acquisition and training.

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