Contributors
Articles by Panagopoulos, Nikolaos
In addition to winning over potential clients, engaging in value-based selling leads to increased customer retention, growth, and salesperson performance. This study examines the influence of different motivational sources — self, supervisor, customer, and team — to uncover how to motivate and benefit from implementing VBS in your organization.
Improving sales force morale can be a valuable strategy to enhance job performance and reduce employee turnover. Despite the benefits that can come from high morale, little is known about what factors impact it. We examine what market demands impact morale and what resources you can leverage to boost morale in your organization.
Recent academic research shows that two types of salesperson or agent behaviors play important roles in creating successful sales organizations. The question motivating our research is: what can the people who lead sales groups do to further encourage these behaviors?
