This IDC Insight explores key recruiting and HR issues as they relate to vendor sales organizations, salesperson loyalty, and turnover. It provides guidance on why most current recruiting strategies are failing to provide the "right" candidates for sales organizations and what sales management and HR must do together to ensure the productivity of sales teams in the future.

This content in this Insight was originally published in the Science of Selling newsletter. To subscribe to the newsletter, please visit www.idc-slb.com and click on the "Science of Selling Newsletter" link.