Sales Force Effectiveness: A Framework for Researchers and Practitioners

By A. Zoltners, Prabhakant Sinha, Sally Lorimer. 2008

183 citations recorded by the source corpus.

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Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior (2017, background): “Research has estimated that U.S. businesses spend close to $800 billion toward incentivizing the sales force and another $15 billion toward training the sales force (Zoltners, Sinha, and Lorimer 2008).”
Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions (2019, background): “In a related article, Zoltners, Sinha, and Lorimer (2008) created a sales-force effectiveness framework that includes the drivers that define the sales-force structure.”
A structural model of sales-force compensation dynamics: Estimation and field implementation (2009, background): “In a review of sales-force practice, Albers and Mantrala (2008) note,“Dartnell’s 30th Sales-force Compensation Survey: 1998– 1999 reports the average company spends 10% and some industries spend as much as 40% of their total sales revenues on sales-force costs.” In total, the US economy is estimated”
Personal Selling Elasticities: A Meta-Analysis (2010, background): “In the United States alone, total spending on sales forces has been reported to be approximately $800 billion each year, close to three times the amount spent on advertising (Zoltners, Sinha, and Lorimer 2008).”