Many organizations suffer their highest staff turnover and attrition in sales. The reality is that, as organizations seek to establish long-term profitable relationships with key customers, they also need to establish a stable, highly competent and empowered sales force to help meet these objectives.
Whatever good a product is, will not be successful in the market, if not marketed properly. In the present scenario of globalization, which has made the world very small, everybody has to meet global competition. In spite of the avenues of advertisement and sales promotion, the sales executives play a vital role and is a vital weapon in the hands of the management when it comes to improving the sales and the brand image. And it is explicitly clear the differences the right sales executive can create.
In the present scenario, a lot of opportunities are coming in sales and marketing fields, and retaining people in sales job has become difficult due to various reasons. The main aim of this article is to understand the various reasons of the increased attrition levels of sales executives and suggest a few steps to reduce it. Attrition means a reduction in the number of employees through retirement, resignation or death.
Many organizations suffer their highest staff turnover and attrition in sales. Some senior executives see this as an inevitable inconvenience. Others believe a high level of staff turnover in sales drives employees to greater levels of effort. However, the high turnover in sales team can seriously disrupt the coordination and continuity of events, which can ultimately affect the successful adoption of strategies. This is applicable to other fields also. Lack of continuity will adversely affect the successful adoption of new technology. More worrying still, when an individual from the sales team leaves the organization, they are likely to join a competitor. They will take with them a wealth of information and a thorough knowledge as to how to beat the competion. |
