Your subscription expires on:

My CPD Library Instructions

PLEASE NOTE: My CPD will only function if you are logged in. Please log in now or create a login if you don’t already have one.

Use the blue plus (+) and minus (–) buttons to add articles to and takeaway articles away from your My CPD Library Page. To delete all items from Your My CPD Library page use the clear all button.

You are currently browsing:
Research Centre

Research Centre

Credible research is the foundation of the Journal’s approach to understanding what works and what doesn’t in sales. Most importantly, it tells us why. Here you’ll find the latest research from academic institutions, top consultancies and industry sales leaders – including the Journal’s own specially commissioned research – interpreted from a business perspective.

Big data just got useful

April 11th, 2015 by Chris Alder

From online shopping outfits to industrial conglomerates, airlines to pharmaceutical companies, businesses of all shapes and sizes are tapping into the immense resource that is business intelligence. No more do companies have to rely on out-of-date information on which to base key business decisions. Casey Stengel, the 1950s American Major League Baseball outfielder, famously said: “Never make predictions, especially about…

2015 Q2 Research Review – edited by Jeremy Noad

April 11th, 2015 by Dr Jeremy Noad

These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. Sales Performance “Salespeople as knowledge brokers: a review…

Re-imagining the hiring process to support growth aspirations

April 11th, 2015 by Paul Devlin

As part of his SAP Masters programme, Paul Devlin is exploring how sales transformation can be implemented within his team and wider organisation. Here, he discusses how he has used reflection, “action research” and “appreciative inquiry” to enhance the sales recruitment process. Current situation I lead a sales team of 18. The SAP MENA teams and my annual growth…

From KAM to commission

April 11th, 2015 by Dr Beth Rogers

Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers. One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is…

US companies annual spend on sales efforts

April 7th, 2015 by Journal Of Sales Transformation

US companies spend, annually, on sales efforts…