Salesperson turnover is an issue of practical importance for sales managers as exodus of salespeople can seriously impact a sales organization’s performance. In this study, we examine the factors that influence a salesperson’s propensity to leave his/her organization. Based on data collected from salespeople with a Fortune 500 company, we find that the propensity to leave is a Junction of three variables: the quality of salesperson-sales manager relationship, rewards and recognition, and role ambiguity. In an exploratory extension of the study, we also find that there are important gender and tenure differences. Managerial and research implications of the study are discussed.
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Aggarwal et al. (2004) studied this question.
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