Three tings: 1) My average client tenure was shorter than 3 years. That made it hard to develop a strong recurring revenue. It's not a problem if you are consistently in the top 10% of salespeople, because your revenue stream will still grow. I only achieved that once in 9 years. I was once told by an executive that it takes sales people about 5 years on average to hit that mark. 2). Insperity is exibiting growing pains in its sales management and middle-management. The quality of managers is thinning as they become more and more horizontal, especially in the district manager role. I had 5 district managers in 9 years. Three of them were great. Two were works in progress while I was working under them as their started their managerial careers. That affected my success, and those managers had difficulty recognizing their own accountability to the performance of their team. I once heard a service manager say that "a bad manager will make a bad employee faster than the speed of light". For an HR company, the sales vertical focuses too much on managing the managers to sales metrics, and not enough toward building them into successful sales managers that create an identical culture of accountability in each office. 3) Your success in selling at Insperity (as anywhere) will be tied to how well you manage your pipeline - and Insperity brought salesforce in 2022 to help there. However, they put the implimentation of Salesforce into the hands of the analytics folks, instead of focusing on how people will use it. Salesforce can be a great tool for helping the success of an individual. When it was first rolled out, it became a nightmare of detail data entry for salespeople. I wound up losing productivity after the switch. They were still working out the kinks over a year later.
