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 …
Sales technology research: a review and future research agenda
Expecting improvements in productivity and performance, organizations continue to invest
considerably in sales technology tools and platforms such as customer relationship …
considerably in sales technology tools and platforms such as customer relationship …
Sales well-being: A salesperson-focused framework for individual, organizational, and societal well-being
Although the topic of well-being has become an increasingly prominent topic of discussion
amongst scholars and practitioners alike, it has heretofore been given scant attention in the …
amongst scholars and practitioners alike, it has heretofore been given scant attention in the …
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 …
People, process, and performance: Setting an agenda for sales enablement research
Despite being of increasing strategic importance for firms employing B2B salespeople, the
concept of sales enablement, and the initiatives it inspires, has heretofore been unexplored …
concept of sales enablement, and the initiatives it inspires, has heretofore been unexplored …
Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda
The response from many firms to the recent COVID-19 crisis underscores a more
fundamental and overarching question: How should salespeople and their firms prepare for …
fundamental and overarching question: How should salespeople and their firms prepare for …
Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective
Dynamic business environments can cause unexpected disruptions that can force firms to
embrace new ways of working. In such situations, salesforce change agility can be a key to …
embrace new ways of working. In such situations, salesforce change agility can be a key to …
[HTML][HTML] Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout
DRN Childs, N Lee, JW Cadogan… - Industrial Marketing …, 2024 - Elsevier
There is growing recognition that many salespeople frequently experience anxiety, which
may impact salesperson mental health and well-being. Unfortunately, there is little empirical …
may impact salesperson mental health and well-being. Unfortunately, there is little empirical …
Conceptualizing an integrative typology of sales enablement strategy
Recent conceptualizations of sales enablement (SE) provide a foundation for emerging
scholarship yet do not capture the vast complexities of developing an SE strategy. SE is not …
scholarship yet do not capture the vast complexities of developing an SE strategy. SE is not …
Engaging Gen Z in professional selling: A systematic literature review
A Loring, J Wang - European journal of Training and Development, 2022 - emerald.com
Purpose Employee engagement literature pertaining to professional salespeople has
revealed several antecedents and consequences that lead to greater performance and …
revealed several antecedents and consequences that lead to greater performance and …