The rate at which turnover occurs in the sales ranks does not change much from year to year. Yet, sales managers keep deploying the same interviewing, hiring, and coaching approaches. No wonder the turnover does not change.

What is a solution to break the impasse? Sales management innovation — in other words, define a new approach to an old task.

Let’s consider one quick example – the retail chain Whole Foods. Based on their innovative business model, which breaks down each department in the grocery store into its own profit and loss center, they developed a completely decentralized hiring model. Only those who work in a particular department source, interview, manage, and hire new staff that works in that department. They assume all the work and risk but the reward is great – highly motivated new employees who turn over at a rate several magnitudes less than the volatile grocery business.

What is a sales innovation you have seen lately?