Deconvolving the Productivity of Salespeople via Constrained Quadratic Programming

摘要: With the present market trend, businesses and organisations with large salesforces are experiencing much turnover among their sellers. Movement of salespeople from one company to another is a continual process as long there demand. In traditional sense, salesperson’s productivity directly proportional revenue that he or she brings company. Importantly, senior leaders in interested knowing variations sales result hiring attrition salesforce. this paper we focus our attention on characterisation based four categories. When an existing salesperson leaves, what over time if replaced by new hire university, experienced hire, transfer division company? addition organisation ventures into acquisition, anticipated this? We model hires linear time-invariant system estimate profiles least-squares deconvolution formulation. By applying business constraints for regularisation, left constrained quadratic program solve. demonstrate estimation technique real-world data global enterprise, finding under different cases listed above.