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Controlling Turnover In An Inside Sales Organization: What Are The Contributing Factors, Dennis H. Kimerer
Controlling Turnover In An Inside Sales Organization: What Are The Contributing Factors, Dennis H. Kimerer
USF Tampa Graduate Theses and Dissertations
The turnover rate for inside sales team, particularly in Central Florida, is exceedingly high. I have experienced this negative scenario managing inside sales teams for two major Telecom companies over the past 11 years, having as many as 40% of the salesforce resign within 30 days. Organizational costs to hire a new salesperson can be as high as 300% of the replaced employee’s salary and take as long as eight months to reach full productivity. The purpose of this research is to determine the internal and external factors that impact a salesperson’s propensity to leave a company. This qualitative research …