A personal services company has recorded consistently higher sales performance, across all levels of tenure, for employees that have undergone training, specialist provider Infohrm has reported.

This company, which takes a thorough approach to performance management, has discovered that the most useful information is at the individual level. In addition to comparing performance against training and tenure, it looked at location.

When broken down by region, half of all sales derived from just 10 per cent of locations. However, more detailed analysis showed that top quartile performers were distributed across more than half locations. So a conclusion that 90 per cent of locations were underperforming would have been seriously misleading.

Human capital analysis at the company, carried out with adviser Infohrm, also showed that as the turnover of a manager’s employees increases, the average sales production drops.

Such analysis is created career and workforce planning. Another finding was that employees who transfer between multiple sales roles generate around twice the sales of those who stay in the same job.

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