Imagine a sales leader who’s looking over data from exit interviews with salespeople who’ve left his company in the last year. Among the departing reps, 32% left primarily because of their relationship with their first line manager, 27% left primarily because of inadequate pay, and 21% left primarily because of the lack of promotion opportunities · The question: What should the sales leader do to fix this problem? · Is it time to upgrade the first line managers, enhance pay, revisit promotion opportunities–or some combination of the thr ...
Salespeople turnover is a key issue that can threaten a company’s survival, either by reducing its income or increasing its expenses. The purpose of this study is to analyze the impact of corporate...
Early findings from BSC's 2015 Sales Force Retention Survey suggest growing concerns about this important question! With over thirty participating companies so far, we've found that 56% indicate sa...
Emotional exhaustion is a potentially important construct in examining sales force behavior and attitude relationships. A conceptual model and hypotheses are developed to study the antecedents and...
In some cases, if the demand for a product outweighs the inventory on hand, a company will see a loss in sales despite the high turnover ratio, thus confirming the importance of...
This statistic displays the share of annual turnover that was generated from the sales to European countries of the leading wine producers worldwide in 2017.
Relation ratios [edit] Days' sales in receivables = 365 / Receivable turnover ratio [3] Average collection period = Days × AR Credit sales [4] Average debtor collection period = Trade...
저자 : Kevin M. McNeilly, Frederick A. Russ, 학술지정보 : The Journal of Personal Selling and Sales Management · 9p ~ 20p · ISSN 0885-3134 · E-ISSN 1557-7813, 발행정보 : 1992년, 피인용횟수 : 71, 자료제공처 : JSTOR · Crossref, DOI : 10.1080/08853134.1992.10753894
For many sales execs, low employee turnover is proof of their superior management skills. It's true that high employee retention may signal a manager's ability to foster a superior workplace, but i...
"I HAVE A THEORY," says Kenneth Troutt, founder of Excel Communications, as he explains his poor college grades. "It is that A and B students work for C students." · The theory holds true for Troutt. This son of a school cook grew up in an East St. Louis housing project and barely got through Southern Illinois University. His low grades, as it turned out, were not predictive of his success in life. Today his long distance company is the country's fastest-growing. He employs 2,200 people, many ...