LEADING AND ORGANISING IN TIMES OF CRISIS

The impact of salesperson’s ambidexterity and career stage: a quantitative study

Marta Giovannetti, Elena Cedrola

To meet the growing challenges of today’s hypercompetitive marketplace, organizations are trying to focus on highly critical and value adding types of sales and experimenting with new paradigms, to improve the effectiveness of the B2B sales force (Sharma and Sheth, 2010; Cuevas 2018). As changes in the context are challenging existing sales force models, organizations are looking for new ways to optimally manage their resources and achieve multiple goals (Yu et al. 2013; Rapp et al. 2017; Sleep et al. 2020). The research in recent years has highlighted various ways of optimizing resources in salesforce management and suggested various ways of focusing on objectives and incentives at the salesperson level.

#ambidexterity #career stage #sales #sales performance #salesperson #selling