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Wynand Smit

Wynand Smit, CEO of INOVO

A well-known local company recently performed a performance check on its sales agents leading to an extremely surprising discovery – their best-performing agent was only actively working 40 percent of his day. This revelation led to some deeper exploration into how their agents were working and how they could make the company more efficient and profitable.

What was surprising in the subsequent analysis was that the agents who they thought were their best sales agents, i.e., making the most sales, were in fact their least profitable agents as they made the most sales but had either higher default or cancellation rates, sold products with lower margins and/or used the most leads, thus leading to a higher opportunity cost.

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