October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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9. Managing Retention and Turnover
Salesperson turnover is one of the more difficult and bothersome problems you’ll face as a sales manager. Its impact becomes even more evident when you lose one of your stars, especially one you have invested in and nurtured.
Let’s start with some stark statistics. We estimate that:
- Three-quarters of B2B sales forces have annual turnover rates between 25 percent and 50 percent, when you include promotions and reassignments in addition to voluntary and involuntary departures.
- The turnover rate for salespeople is two to three times that of employees in other jobs at their companies.
- More than half of all salespeople are looking for new jobs at any point in time.
While turnover is a fact of life, the level ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.