2017 Q4 Research Review – edited by Jeremy Noad

16th December 2017 |   Dr Jeremy Noad

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into three broad themes: sales performance, customer management and behavioural studies.

Sales Performance

Can inexperienced sales professionals get lucky without working smart or hard?

Inexperienced sales professionals face a high probability of failure, especially at an early career stage. One of the reasons for failure in sales pertains to the difficulty for salespeople to control their market environment. In fact, and from an attribution theory perspective, the sales environment is unstable and difficult to control, thus binding sales success to good or bad luck. The theory of attribution helps understand and explain how salespeople react to failure and bounce back.

Dr Noad coaches sales leaders and teams | + posts

Dr Jeremy Noad edits our Research Review. As an advocate both of sales excellence and translating sales research into action, he has been our Research Review section editor since day one. A 25-year sales and marketing veteran who has worked with sales organisations on all major continents, Dr Noad guides and coaches sales leaders and their teams to transform sales performance and effectiveness. His present focus is on global sales effectiveness with a $20bn market leader. He completed his doctorate on improving sales performance at Portsmouth University.