2018 Q3 Research Review – edited by Jeremy Noad
24th September 2018 | 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 four broad themes: sales performance, customer management, behavioural studies and systems and tools.
Top-performing salespeople contribute significantly to the success of their firm
Rewarding top performers is of strategic importance to the sales organisation. Top-performing salespeople not only contribute significantly to the success of their firm but may also motivate the skills development of peer salespeople. However, both academic research and anecdotal evidence suggest that top performer rewards can boomerang by damaging peer salespeople’s morale and productivity, although the underlying mechanisms and boundary conditions remain unclear.