Examines how sales managers can affect and improve salesforce performance. Describes the similarities and differences between high‐ and low‐performance salesforces and the ways in which sales management can create the opportunity for salespeople to perform well. Discusses research implications and offers management guidelines to improve the effectiveness of sales organizations.
Babakus, E., Cravens, D., Grant, K., Ingram, T. and LaForge, R. (1994), "Removing Salesforce Performance Hurdles", Journal of Business & Industrial Marketing, Vol. 9 No. 3, pp. 19-29. https://doi.org/10.1108/08858629410066827Download as .RIS
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