TURNOVER OF SALES PROFESSIONALS: THE CASE OF AN INFORMATION TECHNOLOGY ORGANIZATION

o Caso de uma Organização de Tecnologia da Informação

  • Denise de Cuffa Universidade Federal de Santa Catarina
  • Eduarda Vieira Floriani
  • Andrea Valéria Steil

Abstract

Different reasons have contributed to the departure (voluntary and involuntary) of sales professionals from organizations. This study aims to identify the reasons of sales professionals turnover of an organization in the technological pole of southern Brazil. The data were collected through the semi-structured questionnaire to 45 professionals from January to December 2017. The data were compiled in business analysis software. Descriptive statistics were used to support their analysis. The results identified nine reasons that contributed to the departure (voluntary and involuntary) of the organization's sales professionals: personal and/or family issues, career change, low performance, misaligned position, relationship with leader/supervisor, non-adaptation to climate and culture of the organization, lack of opportunity for growth and international opportunity. From the analysis of these factors it is presented questions for future research.

Published
2018-09-21
How to Cite
CUFFA, Denise de; FLORIANI, Eduarda Vieira; STEIL, Andrea Valéria. TURNOVER OF SALES PROFESSIONALS: THE CASE OF AN INFORMATION TECHNOLOGY ORGANIZATION. International Congress of Knowledge and Innovation - Ciki, [S.l.], v. 1, n. 1, sep. 2018. ISSN 2318-5376. Available at: <http://proceeding.ciki.ufsc.br/index.php/ciki/article/view/559>. Date accessed: 22 may 2019.