How to Reduce the Costs of Salesperson Turnover

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Tue, Nov 21, 2017

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


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Sales Bonuses Are Supposed to Motivate, So Don’t Waste Them on Easy Targets

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Sep 29, 2017

Most companies pay salespeople a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The belief is that at-risk pay motivates salespeople to work hard and direct effort towards sales activities that encourage achievement of sales goals.


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