Sales Team Research Articles

ANALISIS PENERAPAN AKAD MUDHARABAH DAN WADI’AH PRODUK HAJJ BUSINESS DI CIMB NIAGA SYARIAH SURABAYA

Purpose– Sales Representatives play a vital role in the sales of Hajj Business products at CIMB Niaga Syariah. Their duties include promoting the products, explaining them to potential customers, and ensuring compliance with mudharabah and wadiah contracts throughout the sales process. Understanding how well Sales Representatives comprehend and apply these contracts in their sales practices is crucial for maintaining the integrity and success of Hajj Business products. Design/methodology– This study employs a qualitative approach using a case study method. Primary data was obtained through direct observation and documentation of the sales process conducted by the sales team. Three data collection techniques were used: observation, case studies, and documentation, to gain a comprehensive and in-depth understanding of the Hajj package sales process. Findings - The findings indicate that one key factor contributing to the stability of Hajj investments is the well-planned and meticulous management of funds. this study emphasizes the significant role of Sales Representatives in promoting and selling Hajj Business products and ensuring adherence to mudharabah and wadiah contracts at every stage of the sales process.

Managing the sales team through CRM systems

Managing the sales team through CRM systems

A sales force effectiveness framework for enhancing healthcare access through pharmaceutical sales and training programs

This paper introduces a conceptual framework aimed at enhancing sales force effectiveness within the pharmaceutical industry, specifically focusing on improving healthcare access through optimized sales training programs and customer relationship management (CRM) systems. The proposed framework recognizes the critical role that pharmaceutical sales teams play in facilitating healthcare delivery, particularly during public health crises. It emphasizes the integration of effective training strategies and advanced CRM tools to enhance engagement with healthcare professionals, thereby improving product distribution and patient outcomes. The framework comprises three essential components Sales Force Training Enhancement, which focuses on developing targeted training programs that equip sales representatives with the necessary skills and knowledge to effectively communicate the value of pharmaceutical products to healthcare providers. This includes understanding clinical data, addressing healthcare providers’ concerns, and fostering a consultative selling approach. Secondly, CRM System Implementation, which underscores the significance of adopting robust CRM systems that streamline interactions between sales teams and healthcare professionals. By leveraging data analytics and customer insights, pharmaceutical companies can tailor their approach to meet the specific needs of healthcare providers, thereby enhancing relationship-building and communication. Thirdly, engagement and Outcome Measurement, which highlights the importance of measuring engagement levels and patient outcomes resulting from effective sales strategies. This component advocates for the use of key performance indicators (KPIs) to assess the impact of training and CRM initiatives on product distribution and healthcare access. The framework ultimately aims to foster a more collaborative environment between pharmaceutical sales teams and healthcare professionals, ensuring that patients receive timely access to essential medications and services. By focusing on the strategic integration of training and CRM systems, this framework presents a comprehensive approach to improving sales force effectiveness in the pharmaceutical sector. Future research and practical applications of this framework can further explore its implications for enhancing healthcare access, particularly in times of public health challenges.

Innovative Global Sales Solution in The SAP enterprise business application

This paper explores the development of an innovative global sales solution within the SAP enterprise business application framework. By leveraging SAP's capabilities, organizations can create a comprehensive sales management platform that integrates real-time data analytics, customer relationship management enhancements, and automated sales processes. Key components include a centralized dashboard for performance tracking, AI-driven insights for customer engagement, and mobile solutions for field sales efficiency. The solution emphasizes compliance with global regulations and localization for diverse markets, while also integrating advanced analytics for predictive sales forecasting. Furthermore, it fosters collaboration through enablement tools and social selling features, ensuring that sales teams are well-equipped to meet customer needs. With a focus on sustainability and corporate social responsibility, this innovative approach not only enhances operational efficiency but also strengthens customer loyalty and brand reputation. Ultimately, this solution provides a scalable framework that positions organizations for success in a competitive global marketplace.

Implementing SAP S/4 HANA Credit Management: A Roadmap for Financial and Sales Teams

Implementing SAP S/4 HANA Credit Management: A Roadmap for Financial and Sales Teams

The Impact of Sports Background on Sales Performance of Sporting Goods: Evidence from Companies in Pingdingshan

Sales performance is an important indicator of business operations, especially in the field of sporting goods sales, but less attention has been paid to the role of sales staff’s professional background on performance. This article focuses on the impact of sports professional background on sales performance. The results show that sports professional background significantly improves the subjective and objective performance of salespeople. Further analysis found that this influence mechanism is mainly reflected in three aspects: first, sports expertise provides unique advantages for sales; second, good interpersonal skills enhance customer relationship management; third, strong sports enthusiasm stimulates sales enthusiasm. Finally, this article puts forward corresponding management suggestions, such as giving priority to sales staff with a sports professional background, strengthening targeted training and incentives, etc., in order to provide reference for the construction of sales teams of sports brand enterprises.

Kinks as Goals: Accelerating Commissions and the Performance of Sales Teams

Piecewise-linear reward schemes are very common in workplaces; by definition, they divide the set of possible performance levels into disjoint intervals that could have psychological value to workers. When these schemes take the form of lump-sum bonuses, any psychological rewards associated with attaining a performance interval are hard to distinguish from material ones because both material and psychological incentives predict bunching at the output needed to earn the bonus. To disentangle these effects, this paper studies a common but understudied class of piecewise-linear pay—accelerators—in which the mechanisms’ predictions conflict. Using the distributions of daily sales in 103 small retail teams, we find that daily sales bunch at accelerators, which is inconsistent with models in which only material rewards matter. Combining simple theoretical models, institutional evidence, and heterogeneity analyses, we argue that this unexpected bunching results from teams’ decisions to use the convenient, salient kink points as shared goals, which yield symbolic utility to their members when the points are attained. This paper was accepted by Lamar Pierce, behavioral economics and decision analysis. Supplemental Material: The online appendix and data files are available at https://doi.org/10.1287/mnsc.2023.01661 .

Leveraging social supports to cope with sales complexities and facilitate value-based selling in the cross-functional sales team contexts: JD-R perspective

In today's dynamic industrial market, adoption of a value-based selling (VBS) has emerged as a crucial approach, which forces companies to establish cross-functional sales teams. Yet how sales task and team complexities, as challenging/hindrance job demands, require team social supports, as job resources, to buffer against them in implementing VBS, remains an under-researched topic. Based on job demands-resources (JD-R) model, we investigate how sales task and sales team complexities moderate the link between social supports and VBS. Findings reveal that, as challenge job demands, demand ambiguity and task non-routineness positively moderate the instrumental/emotional support–VBS link and the instrumental support–VBS link, respectively. Whereas, as hindrance job demands, team instability negatively moderates the instrumental/emotional support-VBS link, and role ambiguity negatively moderates the instrumental support-VBS link. Additionally, team heterogeneity positively moderates the instrumental support-VBS link while negatively moderates the emotional support-VBS link. The study considers the roles of social supports (job resources) in shaping team VBS behavior under different sales complexities (job demands), not only contributing to the VBS literature by extending the research context to B2B cross-functional sales teams, also providing a insights on how to implement VBS and enhance performance via social supports in various sales situational complexities.

Lonely and Insecure: How salesperson Well-Being impacts performance

Loneliness has become increasingly common in society, especially for salespeople as they navigate the more remote, digital world of selling. Understanding how loneliness impacts the behaviors of salespeople – particularly as they interact with customers – is critical for firms aiming to improve sales performance and support their sales teams. Using objective self-awareness (OSA) theory as a lens, we explore the effects of loneliness and find it increases social insecurity in salespeople. Social insecurity subsequently damages salesperson outcomes by increasing sales call reluctance and conspicuous overspending on customers while inhibiting listening. As such, loneliness and social insecurity reduce sales performance, even when measured objectively from the records of a national sales firm. Results also demonstrate that rejection further exacerbates the effect of loneliness on social insecurity, and unfortunately, servant leadership does little to help. We thus offer recommendations to help managers lessen the challenges faced by lonely salespeople.

Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance

Self-managed teams are becoming more prevalent in sales. In such teams, leadership emergence plays a key role, as leaders are often not explicitly appointed but take on leadership implicitly. Previous research has focused primarily on antecedents that predict leadership emergence, paying less attention to conditions under which leadership emergence positively or negatively affects outcomes. Given the high demands placed on sales teams, understanding leadership emergence and its outcomes in the team selling context is of great importance. Using data from 185 sales team members of a business-to-business company, the authors present a conceptual framework that draws on the job demands-resources model. Results show a direct positive effect of salespeople’s individual perceptions of leadership emergence on perceived team sales performance. This effect depends heavily on perceived customer demandingness and competitive intensity. The strong practical relevance of leadership emergence in sales teams has important managerial implications.

Quiet sellers: When introversion drives salesperson performance

Introversion is commonly assumed to be disadvantageous for salespeople. This research challenges that assumption, identifying when introversion may be advantageous. We propose that when salespeople have closer relationships with other sales team members, the association between introversion and salesperson performance becomes more positive. We argue that this is because introverts in strategic network positions receive higher-quality advice and are better at listening. We further suggest that this interaction effect is strengthened when information quantity is higher, which is the case in larger teams. Network analyses of more than 260 salespeople in a direct selling context and a brick-and-mortar store context support our central assertion that introversion can be advantageous, given certain conditions. Altogether, our work extends the literature by underscoring the importance of the interplay between introversion, social networks, and network characteristics to job-related outcomes. For sales and retailing practice, our study highlights unique advantages introverted salespeople have, which have meaningful implications for firms’ hiring and personnel development practices.

Transformational leadership and task performance: the mediating role of leader–member exchange, organizational support and work engagement

ObjetivoEsta investigación analiza el impacto del liderazgo transformacional en el desempeño de tareas de los miembros de equipos de ventas, considerando el rol mediador de factores como el intercambio líder-miembro (LMX), el apoyo organizacional percibido y el engagement laboral.Diseño/metodologenfoqueíaA partir de una encuesta realizada a 142 miembros y 19 líderes de equipos de ventas en empresas colombianas, se analizó un Modelo de Ecuaciones Estructurales utilizando la metodología de Mínimos Cuadrados Parciales (PLS-SEM).ResultadosSe identifica el rol mediador de variables de intercambio social como el LMX y el apoyo organizacional percibido en la relación existente entre el liderazgo transformacional y el desempeño de tareas; sin embargo, no se encuentra un efecto mediador significativo del engagement laboral.Originalidad/valorLos resultados de este estudio aportan importantes perspectivas sobre cómo el liderazgo transformacional afecta, directa e indirectamente, el desempeño en las tareas en una economía emergente. Aborda específicamente el contexto cultural de Colombia, caracterizado por una alta distancia al poder y una baja aversión a la incertidumbre percibida, en contraste con una mayor aversión a la incertidumbre deseada.

MASTERING THE COMPETITIVE ARENA: DEVELOPING COPING SKILLS FOR SALES REPRESENTATIVES

This paper explores the critical role of coping mechanisms in the daily work life of sales representatives, emphasizing the importance of emotional intelligence and problem-solving strategies. The study demonstrates that utilizing problem-focused coping strategies can significantly enhance both job satisfaction and overall life satisfaction. In contrast, emotion-focused coping is associated with decreased satisfaction and performance. Additionally, the paper highlights the importance of empathy in sales, which facilitates better understanding between salespeople and customers, fostering confidence and trust. Key coping skills identified include stress management, emotional resilience, motivation, time management, problem-solving, and effective communication and negotiation. These skills are essential for maintaining composure, navigating challenges, and achieving success in a competitive sales environment. The paper suggests that organizations can benefit from training programs that enhance these coping skills, creating a supportive work environment that promotes resilience and adaptability among sales teams. The findings underscore that continuous self-reflection and a growth mindset are crucial for the ongoing development and high performance of sales professionals. Ultimately, mastering these coping skills enables sales representatives to thrive, improving organizational processes, workplace efficiency, and customer satisfaction. This study provides a comprehensive framework for understanding and developing effective coping strategies in the sales profession.

Exploring the Role of Network Marketing in the Business Development : An Analysis of Managerial Perspectives

Network advertising and marketing, frequently called multi-level advertising has actually advanced as a prominent service growth approach particularly in the production sector. This technique promotes products and services through personal networks and word-of-mouth marketing, providing a fresh perspective for managers to consider. In the manufacturing industry, network marketing brings both potential and problems that necessitate careful consideration and strategic planning. From a managerial position, network marketing in the manufacturing sector has multiple advantages, including economical marketing, better brand visibility, and faster market share via direct selling andpeer-to-peer referral. However, managers must handle legal and ethical difficulties, ensuring transparency, regulatory compliance, and avoiding incorrect activities. Implementing strict training programs and incentive structures is critical for keeping and inspiring a high-performing sales team, which is necessary. As the business the environment gets growing competitive, organizations must push themselves to the extreme limits of their capabilities. Finally, a company’s performance is determined by its people resources, as well as its business and marketing strategies, which can help it in succeeding in the global market. As a result, network marketing has become a popular strategy for improving the performance of manufacturing organizations. The objective of this research study is to offer a far better understanding of just how mlm is used as an advertising and marketing method as well as device to boost in the production organization growth

Critical Analysis of Emotional Intelligence, Artificial Intelligence, and Leadership Styles in ICICI Group Sales Teams: Nagpur Division

Critical Analysis of Emotional Intelligence, Artificial Intelligence, and Leadership Styles in ICICI Group Sales Teams: Nagpur Division

A STUDY ON SALES FORCE INCENTIVES IN ACHIEVING SALES TARGET WITH REFERENCE TO ARA TRADERS

In the study on sales force incentives in achieving sales target with reference to ARA Traders, it was found that there is a critical relationship between sales force incentive structures and the attainment of sales targets within the organizations. Through a multi-dimensional analysis, encompassing factors such as motivation, engagement, and target setting, the research aims to uncover the nuanced effects of different incentive structures on sales team behaviour and outcomes. Drawing upon internal data and industry benchmarks, the study offers a comparative analysis to identify best practices and areas for improvement in incentive design. Key words: sales force incentives, sales target, sales objectives and market dynamics.

Empowering Global Growth: Analyzing Apple's Sales Strategies in North America and Macau

Strategically, Apple specializes in research and development to gain a wide range of high-quality product recognition and a large number of loyal fans, gaining customer loyalty. At the same time, the sales team caters to the overall strategic policy of the company, providing higher quality service (apple care) and warmer service. Moreover, in the performance evaluation, if the relevant indicators have a strong correlation between the company's strategy and the interests (performance) of each team and individual, it will promote the collaborative development of the company and sales team.At the same time, in empowering the sales team, clear goals will be set within the team, giving the group consistent direction

Political Skill of B to B Sales Team as a Dynamic Capability: A Strategic Resource Perspective

ABSTRACT Purpose To identify the key internal and external collective conditions and determinants for sales managers in the B to B context, which would allow the articulation of Team Political Skill as a firm’s dynamic capability at organizational and strategical level. Methodology/approach This study employs qualitative methods based on grounded theory, with an exploratory discovery, which jointly used in-depth interviews and online focus groups targeting sales management positions (Sales managers, sales supervisors) and CEOs of 24 B to B different firms in Chile and Peru. Findings The study reports that the political skill of B to B sales teams is articulated as a dynamic capacity when it is capable of generating organizational co-creation routines and an identification culture based on innovation, which translates into intrafirm collaborative organizational learning, strengthening its strategic intelligence, customer orientation and providing a distinctive and differentiating seal in the market at organizational level. Research implications This research suggests from the perspective of resource-based theory that B to B salespeople team political skills not only is a tactical resource to achieve sales results but also becomes an active differentiator of high strategic value for B to B firms in their organizational performance. Therefore, the sales team acts as a key predictor of higher social effectiveness and work performance. Additionally, this study highlights the pivotal role of the sales supervision role and competitive environment in the evolution of individual salespersons’ political skills toward group consolidation. Practical implications The current work offers initial strategies regarding for B to B sales managers can establish political skill development plans in their salespeople and to incorporate innovative supervision and supporting mechanisms that bolster the B to B sales team as a strategic resource in an ever-increasing competitive and complex environment, as seen in the recent post pandemic environment. Originality/value/contribution of the paper To identify unexplored dimensions and collaborative processes in B to B salespersons’ individual and collective team political skills and how these potentially consolidate themselves as a distinctive firm’s dynamic capability in their sales performance.

Unveiling the Shadow: Theorizing the Impact of Narcissistic Leadership on Sales Teams

This study investigates the dual nature of narcissistic leadership within sales teams, revealing its potential to both inspire ambitious goals and undermine team cohesion and performance. By integrating a comprehensive literature review, the research outlines the characteristic behaviors of narcissistic leaders, such as arrogance and a lack of empathy, and their impact on team dynamics, including reduced cohesion, increased conflict, and impaired team performance. The paper proposes strategies to mitigate these negative effects, such as leadership development programs, team-based performance evaluations, and fostering a culture of empathy. It highlights the importance of understanding and addressing the complexities of narcissistic leadership to cultivate healthier, more productive team environments. The findings call for further research into the long-term effects of narcissistic leadership and the development of effective management strategies.

Growsight: A Comprehensive CRM and Business Insight Platform for Enhanced Decision Making

Abstract: In the contemporary business environment, the fusion of Customer Relationship Management (CRM) and advanced Business Insights is vital for informed decision-making. This paper presents GrowSight, a cutting-edge CRM and Business Insights platform tailored for sales teams, marketers, CEOs, analysts, and freelancers. Leveraging the Flutter framework in Android Studio and the DhiWise plugin for intuitive UI design, GrowSight ensures a seamless user experience. Key to GrowSight's functionality is its integration of Firebase Google login, providing secure user onboarding. Each user receives a unique Global User ID (GUID) for data integrity. GrowSight supports CSV data maintenance and storage in Salesforce via REST APIs, enabling Business Insights with uploaded CSV files.