Salesperson Retention and Turnover


Sales positions are notoriously tricky to recruit for, and high performing salespeople challenging to retain. This research investigates sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson churn, methods used by organizations to retain salespeople, and the impact of these strategies on sales force and firm results.

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Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to salespeople, or management practitioners responsible for developing, supporting, or managing a sales force, employed in a firm with at least 10 direct-employee salespeople. Target management participants are involved in learning and development, planning, sales effectiveness, general management, sales leadership, or talent strategy in their organizations.

Benefits of Participation

  • A copy of the research findings.
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience, in March of 2017.

Research Timeline

Research closes 20 March 2017

Research report is expected to publish 1 April 2017


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of Xactly.

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