Retaining talented salespeople

Lu, Steven., Bonfrer, André. and Voola, Ranjit. (2015) Retaining talented salespeople. Customer Needs and Solutions, 2 2: 148-164. doi:10.1007/s40547-015-0045-0

Author Lu, Steven.
Bonfrer, André.
Voola, Ranjit.
Title Retaining talented salespeople
Journal name Customer Needs and Solutions   Check publisher's open access policy
ISSN 2196-291X
Publication date 2015-06
Year available 2015
Sub-type Article (original research)
DOI 10.1007/s40547-015-0045-0
Open Access Status Not Open Access
Volume 2
Issue 2
Start page 148
End page 164
Total pages 17
Place of publication Heidelberg, Germany
Publisher Springer
Collection year 2016
Language eng
Abstract For any marketing organization that relies on personal selling, it is vital to attract and retain successful salespeople who fit well with the organization. In this paper, we examine how salespeople learn about their fit with the organization and about their future performance and how they use this to make the decision to stay or leave. We depart from the extant sales management literature on retention/turnover in that we model individual sales employees’ stay/leave decisions using a structural model that accommodates forward looking behaviour. In our application, the dynamic model explains turnover better than a model that does not consider forward looking behaviour. Our approach also immediately yields several insights about the roles of person-organization fit and sales performance satisfaction in sales force turnover. Overall, and accounting for person-organization fit, we find that good performance encourages the salesperson to stay longer with the selling organization. Most importantly, the relative importance of person-organization fit and salesperson performance in determining turnover varies over time. In particular, person-organization fit plays a bigger role at the beginning of a salesperson’s tenure, whereas satisfaction associated with selling performance plays a larger relative role at later stages.
Keyword Salesforce turnover
Salesperson performance
Person-organisation fit
Dynamic choice model
Q-Index Code C1
Q-Index Status Provisional Code
Institutional Status Non-UQ

Document type: Journal Article
Sub-type: Article (original research)
Collections: Non HERDC
UQ Business School Publications
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Created: Thu, 24 Sep 2015, 16:30:01 EST by Karen Morgan on behalf of UQ Business School