Displaying articles, webcast archives, and management tools for the category "Recruiting & Selection". Click here to see upcoming events for this category.

research

Research • Coaching, Recruiting & Selection, First Line Sales Management

Research Brief: Salesperson Retention and Turnover

March 31, 2017

  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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conference archives

Conference Archives • Leadership Development, Recruiting & Selection

Building a Winning Sales Management Team

October 24, 2012

While top performing salespeople are key for any successful sales organization, great sales managers can be worth even more. First-line sales managers are the critical link between front-line salespeople, customers, and the company, making them pivotal in sales force success.   Sales

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research

Research • Recruiting & Selection, Selling Effectiveness

The Concept of Salesperson Replacement Value

April 28, 2009

A Sales Force Turnover Management Tool

In most industries, sales force turnover is high and very costly to an organization. This paper argues that sales force turnover reflects the quality of sales management performance and that a systematic analysis of sales force turnover can provide clear guidance to increase sales management

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