Contributors

Sales success is deeply tied to self-esteem, yet most traditional self-esteem measures overlook the realities of modern sales roles. This research offers a new, sales-specific self-esteem model that captures how identity, task confidence, and relationship dynamics shape success. Real estate firms can use these insights to strengthen agent engagement, boost performance, and build a more resilient sales force.

Salesforce turnover is a major challenge for organizations that leads to increased organizational costs. In this research, we examine if there is a connection between a salesperson’s role focus—whether attracting new sales and new customers (hunting) or maintaining and developing existing business (farming)—salesperson career aspirations, and salesperson turnover intention.