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  • ThinkSales

    Reduce the Costs of Sales Person Turnover

    Mar 29, 2018 3 minutes
    BY ANDRIS ZOLTNERS, PK SINHA & SALLY LORIMER

    Even the best sales forces can’t keep every good sales person. Loss of sales people to competitors occurs frequently in high-growth industries in which the demand for experienced sales people exceeds the supply, such as in fast-evolving technology markets.

    Poaching of sales people also occurs when sales are driven largely by relationships. For example, wealth management companies frequently recruit advisors who have built a strong book of business at competitive firms.

    FORMULATE 3 KEY STRATEGIES

    Companies facing high sales force turnover situations can try to reduce undesirable loss of sales people, but they should also use another strategy,

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