Greg Maciolek discusses why you want to continue to refine a benchmark over time. Once you set the initial benchmark, you need to monitor it after six months and then a year to see how well it is working to effectively hiring the right person for the job. After a year, you can look at the top performers and ensure that the benchmark is on target. If there is anyone who has been terminated, you can start looking at how that person or persons differ from the strong performers to see if you can determine critical scales. This process will go a long way towards keeping your hiring on track.
Greg Maciolek describes how Human Resources becomes a strategic partner and a profit center in the eyes of the Executive Team. Case study shows how a company hired 45 sales reps in three weeks and took a product line form $1M/year to $1M/month in 6 months. Top 10 sales reps averaged 125% of sales and the top 37 averaged 109% after nine months. Next five sales reps averaged between 99% and 92%. The company invested $50K and they generated $68.5M in sales for an ROI of 137,000%.