2018 Q3 Research Review – edited by Jeremy Noad

24th September 2018 |   Dr Jeremy Noad

Research review –  edited by 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.

Sales performance

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.
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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.