Magazine article Marketing

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Magazine article Marketing

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Article excerpt

In a true people business such as field marketing, a company such as ours is judged by the calibre of its employees out in the field. It is vital, therefore, that we view ongoing personnel management issues as crucial not only to the health of our clients' accounts, but ultimately also to the wellbeing of the company.

The not inconsiderable number of management hours spent on staff training and appraisal schemes pale into insignificance when compared with the time and expense, not to mention disruption, involved in recruiting new staff to replace those who have left to progress their careers elsewhere.

High levels of employee dissatisfaction inevitably lead to high staff turn over rates. The decision taken several years ago by Aspen to invest more fully in its staff has paid dividends, and the company is now the largest employer of full-time field sales personnel in Europe.

On our Vodafone account, for example, which we currently operate with a team of employees both out in the field and within the office, a new appraisal system has been designed in conjunction with our HR department to focus on the team's development. …

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