The Application of HR Analytics in Solving the Problems of Sales Managers' Turnover

The master's thesis is devoted to the study of sales managers` turnover in the company N. The research problem consists in the application of a situational approach to managing the mass personnel of the Sales Department, which characterizes the reactive style of responding to changes, when interest in turnover arises with the intuitive feeling of a significant employees` churn. HR metrics of general, voluntary and involuntaty turnover were calculated and analyzed, the reasons for dismissal were disclosed, the groups of worked and dismissed employees were compared to test hypotheses, and two predictive models to answer research questions, as well as to identify predictors of voluntary dismissal were built. Descriptive and predictive HR analytics led to recommendations for proactive turnover management, which will accelerate the transition to data-driven systems management. It is recommended that HR pay attention to reporting and, together with managers, revise the profile of first-grade managers.