Struggling with High Turnover in Retail Sales: Should Leadership Focus on Tasks or Relationships?

Dear All,

Each and every organization is facing the problem of availing the retail-level sales force, which consists of individuals with a low profile. Availability is one issue; on the other hand, the attrition rate at this level is so high that everybody is confronted with whether to focus on output, provide training, or set aside everything to retain them for at least a definite period of time.

I am majorly facing issues in giving priorities to these different alternatives. What would be the appropriate leadership style to retain new employees? Should we remain task-oriented, or should it be relationship-oriented leadership?

Your suggestions are heartily appreciated.

Regards,
Mehul Yogi

Hello Mehul,

The secret to hiring successful salespeople is to stop hiring salespeople who don't have a talent for sales. I have attached a Sales Placement Report, see file "PXT Sample Sales Placement Report.pdf", to show you how we measure a candidate's talent for sales. The sales success pattern is developed for each sales position, so this sample report is for illustrative purposes only. At the top of page 2, you'll see that the Overall Job Match is only 74%, which is not a good indicator of future success in this sales position. Generally speaking, employers like to see 85% and higher.

Bob Gately
gately@csi.com

Dear Mr. Bob,

Thank you for your valuable input and interest. I could not find the attached file from you. Could you please resend it?

Regards,
MEHUL