Fluktuacja sprzedawców w ocenie mened¿erów polskich przedsiêbiorstw

In order to succeed in the competitive market, sales organizations strive to maintain a high level of their salespeople loyalty. It is a fundamental challenge for most companies, strictly linked with the problem of salesforce turnover. For long this topic has received a lot of attention from academic researchers and management practitioners alike due to the significant, lasting and adverse effects caused by sales staff turnover. In spite of ongoing research into this area, not all aspects of salespeople turnover are well explored and explained. Most of the research activity to date was focused on identifying the behavior and attitude of individuals leaving the sales organizations. Consequently, the turnover was analyzed as a response mechanism to stress or dissatisfaction with the organisation. On the other hand, one area that seems to be most under-researched is the assessment of salespeople turnover carried out by sales managers and the impact of their actions on the turnover. This problem deserves more attention as it is crucial to understand what actions can be taken within the sales organizations to limit the adverse effects of sales force turnover. The author aimed to fill the apparent void in existing research by examining the following research questions: How do managers of Polish sales organizations’ assess the salespeople turnover? To what extent does their assessment depend on their professional experience and selected features of their organizations? The results of questionnaire survey (using a sample of more than three hundred Polish sales managers) contribute to wider research into the organizational drivers of salespeople turnover