A Comprehensive Selection Process: The Key to Salesforce Retention

Abstract

Salesforce turnover rates are increasing dramatically. As a result, retention of good salespeople is a critical concern for sales managers. It is suggested that salesforce turnover can be reduced through the use of better selection criteria. To that end, a multiple criteria approach is outlined for organisations to use in the salesforce selection process. The use of this approach will result in a better, long‐run fit between the organisation and its salespeople, thereby reducing turnover and improving customer satisfaction.

Citation

Shepherd, C.D., Helms, M.M. and Haynes, P.J. (1991), "A Comprehensive Selection Process: The Key to Salesforce Retention", International Journal of Manpower, Vol. 12 No. 1, pp. 18-21. https://doi.org/10.1108/01437729110139615