Browse Archives by Author: Fernando Jaramillo
Why Perceived Barriers to Career Advancement are Important
Bill Weeks, DBA, Elten Briggs, PhD, and Fernando Jaramillo, PhD
Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable...
To Keep Your Agents: Consider Servant Leadership
Fernando Jaramillo, Douglas B. Grisaffe, Lawrence B. Chonko, and James A. Roberts
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs...