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 Data Only Matters If It Helps You Take Action

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Oct 27, 2014


In sales, as everywhere else in business, there is a buzz about big data and analytics. Vendors hype tools and mobile applications to help sales forces make sense of it all, while touting case studies that generated impressive improvements in sales force effectiveness.



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