flevyblog

Flevy Blog is an online business magazine covering Business Strategies, Business Theories, & Business Stories.
MANAGEMENT & LEADERSHIP STRATEGY, MARKETING, SALES OPERATIONS & SUPPLY CHAIN ORGANIZATION & CHANGE IT/MIS Other

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: https://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: https://flevy.com/fiaccabrino-selection-process.

Mr. Fiaccabrino is also a contributor to the Flevy Blog.  You can read his narratives here.
79-slide PowerPoint presentation
This document provides a holistic approach for undertaking strategic planning. While covering the traditional strategic planning approach, the document touches on adaptations that may be used in an unpredictable environment. Contents: 1. Strategic Planning Overview - Key questions and [read more]

Do You Want to Implement Business Best Practices?

You can download in-depth presentations on 100s of management topics from the FlevyPro Library. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives.

For even more best practices available on Flevy, have a look at our top 100 lists:

These best practices are of the same as those leveraged by top-tier management consulting firms, like McKinsey, BCG, Bain, and Accenture. Improve the growth and efficiency of your organization by utilizing these best practice frameworks, templates, and tools. Most were developed by seasoned executives and consultants with over 20+ years of experience.

Readers of This Article Are Interested in These Resources


70-slide PowerPoint presentation
Organizational Design (OD) is a structured approach to aligning the structure, processes, and systems of an organization to achieve its strategic objectives and enhance performance. It encompasses various components, including defining the purpose of reorganization, determining supportive [read more]


 
32-slide PowerPoint presentation
 
 
Excel workbook

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.

, , ,





Complimentary Business Training Guides


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]

  This 48-page whitepaper, authored by consultancy Envisioning, provides the frameworks, tools, and insights needed to manage serious Change—under the backdrop of the business lifecycle. These lifecycle stages are each marked by distinct attributes, challenges, and behaviors. [Learn more]

We've developed a very comprehensive collection of Strategy & Transformation PowerPoint templates for you to use in your own business presentations, spanning topics from Growth Strategy to Brand Development to Innovation to Customer Experience to Strategic Management. [Learn more]

  We have compiled a collection of 10 Lean Six Sigma templates (Excel) and Operational Excellence guides (PowerPoint) by a multitude of LSS experts. These tools cover topics including 8 Disciplines (8D), 5 Why's, 7 Wastes, Value Stream Mapping (VSM), and DMAIC. [Learn more]
Recent Articles by Corporate Function

  

  

  

  

  


The Flevy Business Blog (https://flevy.com/blog) is a leading source of information on business strategies, business theories, and business stories. Most of our articles are authored by management consultants and industry executives with over 20 years of experience.

Flevy (https://flevy.com) is the marketplace for business best practices, such as management frameworks, presentation templates, and financial models. Our best practice documents are of the same caliber as those produced by top-tier consulting firms (like McKinsey, Bain, Accenture, BCG, and Deloitte) and used by Fortune 100 organizations. Learn more about Flevy here.


Connect with Flevy:

     
  


About Flevy.com   /   Terms   /   Privacy Policy
© . Flevy LLC. All Rights Reserved.