Problems And Countermeasures Y Sales Staff Turnover

In21century with an increasingly competitive market, the development of the global economy makes the flow of talent frequently and quickly. The sales staff is the link between the business with the outside world, the core resource to gain the sales profits, therefore the sales staff has always been an object of contention between the enterprises. Normal flow of sales personnel contribute to the healthy development of enterprises, but too high wastage rate, will cause corporate commercial, technical secrets, as well as the loss of customers, increase the manpower replacement cost, affect the continuity of the work and the quality of work, at the same time but it also reduces the stability and loyalty of employees, and ultimately undermine the potential for sustainable development of enterprises and competitiveness. Therefore, the thesis takes Y company sales staff as the research object, systematically survey the great loss of the status quo of the the Y company sales personnel to, combined with interviews, in-depth analysis of the reasons behind the huge loss of sales staff, and on this basis propose corresponding solutions.This paper collects the Y company sales staff data about loss situation using questionnaires and interviews with staff. Statistical analysis of the survey data found that Company Y a huge loss of sales staff because of two major reasons:Firstly, reasons of the company’s management system, mainly including unreasonable incentive pay system, unscientific performance appraisal system, unsmooth career development path, and un-efficient recruitment and training. Reasons of personal factors, mainly including demographic characteristics and demand characteristics of the sales staff. On the basis of summary for domestic and foreign staff wastage management of research theory and practice achievements, this paper explicitly solve the loss of Y company salespeople’s basic principle which is establishing a people-oriented management concept, clearing sales personnel demand characteristics, and the implementation of a comprehensive human resource management. The paper establishes a model of the loss of sales staff management "IMO"and proposes specific strategies to solve the problem of the loss of Y company sales staff, including the process to improve the validity of recruit and training, the establishment of a scientific and reasonable performance appraisal system, building a sound salary incentive mechanism and a sound career development system, and the implementation of a brain drain management strategies. The implementation of the strategy of this series can provide a more complete analysis of the framework for the loss of the Y company sales staff.In this paper,the researching ideas and proposing strategies of the loss of the Y company sales staff can not only provide guidance to resolve the problem of the loss of the Y’s sales staff but also can provide information and reference for other companies facing the same problem.