Background
This financial services company was losing almost 80% in any year of new recruits.
Objectives
To establish an understanding of new consultants’ views of the company and their role within the company; their expectations of their own obligations as well as the support provided by the company; to identify problem areas (e.g. in the commission structure and timing of payments); and to provide suggestions for improving the selection, training and support of consultants.
Approach
A series of in-depth interviews with consultants (new, recent and ‘long term’) to explore their experience and to identify key problems.
Outcome
A new recruitment and support package was put together, which improved consultant retention immediately.
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Case Studies