Executive summary: The turnover rate of sales people is a constant concern for senior management. This article offers ways to stabilize the sales team, improve their performance and retain your top performers.
Understanding why sales people leave is critical. It is not money! In fact, studies validate that money is typically the last reason sales people move. Sales people leave when a whole set of other factors come into play that make the job of achieving their goals difficult to reach. Therefore, to retain the staff of sales performers that make the difference, management must institute fundamentally sound sales management practices.
The starting point
To begin with, sales managers must develop realistic goals and objectives with their team ...