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Is Your Turnover Abysmal?

In most sales organizations, there are 2 crippling truths—1) 80-90% of sales are generated by only 20% of the sales team and 2) turnover is abysmal.

This brings us to an important question. Why is that only 20% of the sales team generate such a disproportionate amount of the sales? What if you were to only hire the “best of the best” salespeople–those who generate the 80-90% in any other organization? What would happen as a result? Your sales would skyrocket and your turnover would be dramatically reduced.

The Fiaccabrino Selection Process (FSP) is a proven methodology for increasing sales and reducing turnover. It teaches you how to select only the “best of the best” for your organization.

You can now download the FSP Primer for free here: http://flevy.com/fiaccabrino-selection-process.

The FSP is a methodology authored by Charles Fiaccabrino that Flevy help produce into a framework document.

fiaccabrino_selection_processWhat is the Fiaccabrino Selection Process?

The Fiaccabrino Selection Process is a powerful methodology for interviewing and screening the best people for your organization. The objective is to select those people who will be the highest performers with the lowest turnover.

Whereas the methodology was originally developed for a sales organization, it can easily be modified and tweaked for other functions. In fact, it has been used for positions from Marketers to Research Scientists to Pharmacists.

The core of the framework is to understand 16 critical Humanistic Attributes. The full framework document will explain each attribute in detail and provide insight into how to evaluate your candidate’s competency across each attribute. At the end of the day, the candidate must excel across all 16 of the Humanistic Attributes.

Who is Charles Fiaccabrino (AKA “Mr. Roche”)?

Charles Fiaccabrino is a subject matter expert in all topics Sales and Sales Management related. In his 80s, Charles has over 50 years of experience!

Hired as their first salesperson, he helped grow Roche Diagnostics grow from a startup into a multi-billion dollar corporation. He was known internally in the company as “Mr. Roche,” and earned the President’s Award an unprecented 20 times.

He has numerous testimonials from former Roche Executives, including Irwin Lerner and Patrick Zenner, both former CEOs of Roche.

You can read these testimonials and download the FSP Primer for free here: http://flevy.com/fiaccabrino-selection-process.

Mr. Fiaccabrino is also a contributor to the Flevy Blog.  You can read his narratives here.

About Flevy

Flevy (http://flevy.com) is the leading provider of premium business documents (such as business frameworks, financial models, and presentation templates). Our documents are of the same caliber as those used and produced by top tier consulting firms, like McKinsey, Bain, Accenture, BCG, and Deloitte. Most documents were developed by seasoned executives and consultants with 20+ years of experience. Improve the growth and efficiency of your organization by leveraging Flevy's library of business frameworks and analysis tools. Scroll down a bit further on this page to download some of our free business training guides.

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Many companies develop robust strategies, but struggle with operationalizing their strategies into implementable steps. This presentation from flevy introduces 12 powerful business frameworks spanning both Strategy Development and Strategy Execution. [Learn more]   What does it take to achieve Operational Excellence? Read this guide and learn to build an integrated Business Execution System from Six Sigma Master Black Belt Frank Adler, co-founder of Operational Excellence Consulting. [Learn more]
The Fiaccabrino Selection Process (FSP) is a proven methodology for increasing sales and reducing turnover, developed by "Mr. Roche," Charles Fiaccabrino. Mr. Fiaccabrino is a Sales Executive with over 50 years of experience. [Learn more]   Learn this time-tested approach to Change Management authored by Ron Leeman, recipient of the Change Leader award by the World HRD Congress in 2012. Ron Leeman has been Change, Process and Project professional since 1974. [Learn more]
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The Flevy Business Blog (http://flevy.com/blog) is a leading source of information on business strategies, business theories, and business stories. Most articles have been contributed for management consultants and industry executives with over 20 years of experience. If you would like to contribute an article, please email our editor David Tang at [email protected].

Flevy (http://flevy.com) is the marketplace for premium business documents, such as management frameworks, presentation templates, and financial models. Our documents are of the same caliber produced by top tier consulting firms, like McKinsey, Bain, Accenture, BCG, and Deloitte. Learn more about Flevy here.


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