IDENTIFICATION CAUSES OF TURNOVER SALES FORCE KALLA TOYOTA

Abstract

Sales is a position that has responsibility and duties over the process of selling products and services that have an important role in driving the company's growth. The high turnover rate of the company will have an impact on the company's income because turnover raises recruitment costs, training costs, and costs incurred to fill vacant positions in the company. This activity aims to identify the causes of turnover in Kalla Toyota sales employees. It is known, August 2022 will be the month with the most employee turnover with a total sales of 51 people. The identification process is carried out by interviewing sales employees who have left by withdrawing data from the HCBP department. The interview process was carried out as a validation tool and a form of confirmation of the exit form that they had previously filled out. The samples taken were employees who were laid off in August 2022. The interview guide was compiled based on the five retention strategies by Mathis & Jackson (2006) to categorize the reasons or causes of sales leaving. The results of the interviews show that the organizational component is the main problem for turnover in the sales force at Kalla Toyota. The organizational component referred to in this problem is management and strategic management from supervisors. This focus is raised as a problem and it is recommended to intervene according to the company's goals to reduce the sales turnover rate at Kalla Toyota.