04 February 2002

The Truth About Turnover

How much is too much? How little is too little?

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
For many sales execs, low employee turnover is proof of their superior management skills. It's true that high employee retention may signal a manager's ability to foster a superior workplace, but it might also suggest a culture that fails to challenge employees or demand excellence. Find out the right amount of turnover for your sales force.
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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See also
Watch Out: The Economy Is Improving
You're Wasting Your Time
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
Creating a Successful Sales Culture
Building a World-Class Sales Force

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