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Vacancy Management
Situation
The customer had more than 25 territories nationwide that were vacant for extended periods (30-180 days) during military, family leave, disability and other leaves of absence.
Solution
Innovex created a flexible resource of fulltime reps with the right qualifications and experience to quickly fill gaps, maintain continuity and drive incremental revenue when vacancies occurred in any of the 25 territories.
Results
Innovex provided 67 leave of absence sales representatives in 2005. The customer subsequently hired 15 of them, with no penalties or conversion fees. The Innovex team generated $4.6 million in revenue, compared to potential lost sales of $1,000 a day in uncovered territories. The average fill time for a vacancy was 18 days.
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