How to Identify and Better Manage Hunters and Farmers in the Sales ForceDec 22, 2014 Thomas E. DeCarlo and Son K. Lam, 2014, 14-122
In three empirical studies, examines the antecedents and moderating factors that influence salesperson hunting and farming orientations, and effects of salesperson ambidextrous behavior (i.e., having both orientations) on individual salesperson-generated profit margins.
MSI Awards Research Grants for “Thought Leadership on Sales”Jul 14, 2013
MSI and the Sales Excellence Institute (SEI) at the University of Houston are pleased to announce the winners of a research proposal competition to promote thought leadership on the sales profession.
Foster Collaboration with SalesJan 01, 2013 Lisa Arthur, Chief Marketing Officer, Teradata Applications, and John Petralia, Global Head of Marketing Operations, Bloomberg
Marketing needs to create an improved environment for sales by providing leads of high quality and quantity. With better data, sales people can spend less time prospecting and their leads will be more efficient.
Sales Force IncentivesJan 01, 2013 Thomas J. Steenburgh, University of Virginia Darden School of Business
On the sales force performance curve, there are laggards, core performers, and stars. The laggards need carrots and respond to short-term goals; quarterly bonuses help them most. Core performers account for 60-70% of the sales force. Multi-tiered prizes that keep them in the game motivate them best. Stars are overachievers who try to surpass any target they are given. They do not want caps on their earnings and overachievement commission rates are the best motivators.
Marketing on the Move: Understanding the Impact of Mobile on Consumer BehaviorLijia (Karen) Xie , 2012, 12-301
Summarizes the proceedings of "Marketing on the Move: Understanding the Impact of Mobile on Consumer Behavior" cosponsored with Wharton Customer Analytics Initiative, on February 27-28, 2012, in Philadelphia, Pennsylvania.
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