Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …
performance, significant variation exists regarding how scholars can operationalize …
Systematic review of determinants of sales performance: Verbeke et al.'s (2011) classification extended
Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …
more strategic, increased reliance on technology for sales activities, increased stress from …
Converging on a new theoretical foundation for selling
This article demonstrates that the sales literature is converging on a systemic and
institutional perspective that recognizes that selling and value creation unfold over time and …
institutional perspective that recognizes that selling and value creation unfold over time and …
Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination needs
This study examines the effects of salespeople's social media and customer relationship
management (CRM) technology use on value co-creation through knowledge and the …
management (CRM) technology use on value co-creation through knowledge and the …
Social networks within sales organizations: Their development and importance for salesperson performance
Although the study of salesperson performance traditionally has focused on salespeople's
activities and relationships with customers, scholars recently have proposed that …
activities and relationships with customers, scholars recently have proposed that …
Dynamic and global drivers of salesperson effectiveness
Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …
for executing effective selling strategies. Yet radical changes in the sales context in the past …
Sales enablement: Conceptualizing and developing a dynamic capability
Practitioners have touted sales enablement as a prominent solution to the challenges of the
evolving buying and selling environments; however, empirical research on this concept is …
evolving buying and selling environments; however, empirical research on this concept is …
Understanding the performance effects of “Dark” salesperson traits: Machiavellianism, narcissism, and psychopathy
People with the personality traits of Machiavellianism, narcissism, and psychopathy (ie, the
“dark triad”) are prevalent in the sales profession. Yet research into sales performance …
“dark triad”) are prevalent in the sales profession. Yet research into sales performance …
Hiring for sales success: The emerging importance of salesperson analytical skills
Several studies suggest that accelerating technology, increasing product complexity, and an
expanding volume of information in the marketplace are changing sales roles, necessitating …
expanding volume of information in the marketplace are changing sales roles, necessitating …
Competitive intelligence collection and use by sales and service representatives: how managers' recognition and autonomy moderate individual performance
The importance of knowledge to the organization cannot be denied. However, to date little
research has investigated the critical role individuals in sales and service representative …
research has investigated the critical role individuals in sales and service representative …