OasisLMS

Duration: 41 minutes Learning objectives: Insights into sales performance

Sales Professionals Sales management & leadership professionals

English-speaking UK and International

Selling is the lifeblood of all for-profit organizations. Since 1918, there have been well over 660 academic investigations into the key factors that predict sales performance at both the individual and departmental levels. One implicit assumption in identifying the key determinants of sales performance is that we collectively understand what we mean by “performance” within a sales context. For many, this would seem straightforward, but in fact, it has been highly problematic and controversial, leading to conflicting research findings. This webinar takes you on a short journey of this academic research by summarizing the key findings from the past century and providing a peek into future sales performance research. We discuss some of the challenges and pitfalls associated with sales performance measurement to date and provide a cautionary tale to sales managers conducting evaluations.

Finding the performance silver bullet - shorlist of factors that appear to consistently predict higher levels of sales performance across business sectors and selling environments Avoiding performance evaluation pitfalls - recommendations regarding sales performance measurement and evaluation Performance - where are we headed? – highlighting areas of forthcoming and future research

CPD Points: One

Dr Peter Kerr - Assistant Professor of Marketing and Strategy, Shannon School of Business, Canada