An exploratory study of why sales staff decides to stay or resign their compan

Abstract

This research aims to understand the turnover intention of the sales staff. This is a crucial topic for the company due to there is a huge investment in the recruitment process including training and compensation. The company also has to spend more than a month to convert potential candidates into a permanent employees. The interview has been conducted to complete the research by asking open-ended interview questions face-to-face with ten participants, who are current sales employees and resigned sales employees of a particular company. This company is a supplier for the construction industry. The interview questions were developed based on Herzberg’s two-factor theory. Meanwhile, the probing technique was used during the interview to dig into the core reason. The finding of this research implies the reason for turnover intention and shows some aspects of Herzberg’s two-factor theory which cannot fulfill the expectation of participants. In the end, the recommendations were suggested to the company, manager, and employees to reduce the turnover rate in the company.