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Training and Retention - Research Paper

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Training and Retention
Mary F. Chapman
University of Maryland University College
AMBA 600

Executive Summary

I work in the new homebuilding industry - an industry that has a fair bit of turnover amongst its’ sales teams. While sales representatives typically remain in home sales for their professional careers, they often switch between builders, and even out of the industry to general brokerage at some point in their career. As a 10+ year seasoned sales representative, I have seen far too many quality representatives leave my company to start over with another builder, or other industries altogether. It truly is a shame, as many of these representatives would have generated an incredible amount of income for themselves, as well as profit for the builder, had they given themselves the proper opportunity. I am proposing that proper training and sales management involvement could single-handedly improve retention amongst the sales team. In this paper I intend to explore the costs associated with employee turnover, the role of middle management during the selection process and thereafter throughout training, as well as training procedures and policies that could be implemented to help lessen turnover. Lastly, I intend to explore how my company will improve as a result of higher retention of its’ sales professionals.

Retention of sales professionals has become one of the most taxing issues facing sales managers of today, particularly due to the costs associated with high turnover and how it affects a company’s bottom line. It is a costly problem that impacts companies of all sizes. It has been found that some sales force turnover is acceptable and actually encouraged, as a means to weed out weak staff members over time. A turnover that has become too high however, can have a crippling effect on an organizational structure, and should be controlled.

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