OasisLMS

Duration 57 minutes: As a result of joining this event, your will know the relative impact on sales performance of a set of 19 determinants which will enable you to better develop, measure and reward the real drivers of salesperson performance and business growth.

sales leaders and managers, sales consultants and sales academics

UK and International (professional and academic)

What drives salesperson performance? An explanation of the most recent meta-analysis Professional selling has been transformed over the last decade and is in constant flux. Fundamental changes have occurred in how best to achieve salesperson performance and how to measure it. In this webinar we present the result of the latest meta-analysis in the field analysing 150 studies, 936 raw effects, and ten moderating variables captured from 2009 to 2020. In the webinar we will show the effect of 19 key determinants of performance such as aptitude, motivation, job-related psychological traits, skills, behaviours, and other personal factors. We offer sales leaders valuable insights by classifying these factors within a sales determinant continuum, ranging from universal, to context-specific, from necessary but insufficient predictors of performance.

A new understanding of the determinants of salesperson performance by identifying the relative strength of a set of 19 sales determinants. Insights to enhance performance in their own context taking into account the industry they work in and salesperson traits. Better alignment between the way in which performance is evaluated and sales compensation designed.

CPD Points: Two (when attending live) or one (watching the recording)

Peter Kerr, associate professor marketing and sales management at Cape Breton University, Canada Peter Kerr is associate professor marketing and sales management Cape Breton University, Canada, and visiting fellow Cranfield School of Management. Peter Kerr is a former senior executive with over 25 years of strategic planning, product management, marketing, and sales management experience across several industries. His career has spanned both high growth and declining markets, regulated and unregulated industries, product, and service-based organizations and, most notably, the B2B technology sector where he was vice-president of marketing for Bell Canada's small and medium business division, director of marketing for Q9 Networks, Canada's largest data centre service provider and director of marketing for Dell Computer Corp's leasing division. Peter_Kerr@cbu.ca Javier Marcos, professor of strategic sales management and negotiation at Cranfield School of Management Javier Marcos is professor of strategic sales management and negotiation at Cranfield School of Management. Javier is an inspiring management educator, researcher and consultant with 25 years of experience working in academia, consultancy and in multinational corporations, having delivered programmes for more than 120 clients globally on strategic negotiation, professional selling, sales leadership and key account management. He was the director of custom programmes, executive education, and senior faculty at the University Cambridge, Judge Business School. Prior to his career in academia, he worked for Unilever and Novartis. Javier.marcos-cuevas@cranfield.ac.uk