Independent sales organizations can increase revenue and decrease turnover costs by recruiting agents that fit company goals and strategies, says Curt Hensley, president and CEO of CSH Consulting Inc., a Phoenix-based executive-recruitment firm. "They'd not only be producing, they'd stay, and you wouldn't have to incur more training costs again" from hiring replacement agents, he says. An agent will fit well with an ISO if both have the same expectations, says Hensley. For instance, agents who work best when ISOs provide sales leads for them will not prosper at an ISO that requires agents find and pursue their own leads, he says. The cost of turnover depends on an ISO's recruitment and training costs, says Hensley. Training alone can range from $1,000 to $2,000 per employee, he estimates.

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