Is sales performance simply down to luck?
12th April 2015 | Dr Beth Rogers
Dr Beth Rogers reports from the 8th Annual GSSI Conference.
Perhaps with some irony, the best paper of this year’s Global Sales Science Institute (GSSI) conference was titled “From Managing Sales Activities to Managing Luck: Can We Attribute Sales Performance to Luck?” Author Joel LeBon, an accomplished sales researcher from the University of Houston, joined academics and industry practitioners at GSSI’s 8th Annual Conference, which was held in the UK this year.
Any salesperson will know the feeling of relief when a “bluebird” order lands on the desk, especially if it arrives just after that almost certain order you promised the sales manager has backfired. Is this total luck? Some marketing activity or networking effort must lie behind every incoming enquiry. Gary Player’s quote “The harder I practise, the luckier I get” and Louis Pasteur’s “Chance favours the prepared mind” can both be applied to sales. As Joel Le Bon would put it, luck can be provoked.