• The need for constant change to keep a business healthy

• Value migration of customer wants and needs

• Technology

• Pace of business functions

• Definition of competition

• A changed relationship between an organization and its employees

• Mobility

• Demographic and cultural shifts

As you look back through the department’s records, try to determine what the turnover rate has been and, if the trend continues, what it might be in the future. Also try to determine the level of experience of the departing salespeople. Were they new hires, experienced, or ‘‘old pros’’? Is the ratio changing? If the results are correct, you can now estimate the number of new employees you will need to fill in for the departing ones on an annual basis.