Summary

Sales force retention is a key element in attainment of competitive advantage and increased profitability. In a case study created to assess the impact of sales force turnover, it was found that companies which minimize turnover create the opportunity for up to 10% additional long-term profit when compared to companies with high levels of turnover. Further, high-retention companies are able to achieve levels of productivity, which multiply their sales forces and allow market expansion, without additional cost.

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