Contributors

Salespeople often have a reputation for being competitive, and the prevailing view might be that having a competitive spirit is suitable and favorable in sales domains. However, research shows that not all people think about competition (or competitors) in the same way. In this paper, we examine how different competitive orientations affect salesperson behavior and performance in the workplace. 

In every field of study, there are moments when looking back helps us better understand where we are now and the path forward. In an effort to uncover key takeaways for salespeople, we reviewed the lessons gleaned from the past 35 years of sales research.