Study On Turnover Intention Of Salesperson In Beijing Branch Of J Information Technology Company

Sales talents are the key for mature IT enterprises to expand new market areas and find performance increments;In order to build a competitive and cohesive business team,the cultural construction and management mode within the company must match the work needs of salespersons.In the actual company operation and management,mature IT enterprises often rely on their own brand and product advantages,ignoring the market driving force of salespersons,and there are problems such as rigid management system and unclear rewards and punishments in the management of salespersons.These problems are the incentives for the high turnover rate of sales staff in mature IT enterprises,which directly brings about business expansion obstacles,performance decline and other adverse effects.Therefore,it is of great practical significance to study the turnover intention of IT enterprise salespeople in order to maintain the stability of the sales force.This paper takes the Beijing Branch of J information technology company as the specific research object,adopts various methods of literature research,interview and questionnaire survey,and understands the resignation interview of resigned sales with the company HR through face-to-face communication on the basis of the theories of resignation and turnover intention;Then,through interviews and phone calls with the resigned salesperson,we can directly understand the real thoughts of the resigned salesperson of J company;Finally,the on-the-job salespersons of J company are surveyed through the Internet,and the sample data are collected and statistically analyzed to reflect whether the on-the-job salespersons of J information technology company Beijing Branch have turnover intention.Finally,it is found that the factors leading to the high turnover rate of salespersons can be summarized into four aspects,namely,job characteristics,leadership behavior,salary and performance system and organizational environment.If enterprises want to improve the management environment to reduce the turnover rate,they need to adjust the working mode of salespersons,improve leadership behavior,optimize the salary and evaluation system,and reshape the concept of organizational management.Mature IT enterprises of the same type can learn from this study to actively intervene in the turnover intention of Salespersons,so as to reduce the turnover rate.