Increasing resilience by creating an adaptive salesforce

Sharma, Arun; Rangarajan, Deva; Paesbrugghe, Bert

Type de document :

Compte-rendu et recension critique d'ouvrage

DOI :

10.1016/j.indmarman.2020.05.023

Titre :

Increasing resilience by creating an adaptive salesforce

Auteur(s) :

Sharma, Arun [Auteur]
Rangarajan, Deva [Auteur]
Paesbrugghe, Bert [Auteur]
Lille économie management - UMR 9221 [LEM]

Titre de la revue :

Industrial marketing management

Pagination :

238-246

Éditeur :

Elsevier

Date de publication :

2020-07

ISSN :

0019-8501

Discipline(s) HAL :

Sciences de l'Homme et Société/Economies et finances

Résumé en anglais : [en]

During disruptions such as the COVID-19 pandemic, the resilience of any commercial organization becomes a critical characteristic. This paper examines the flexibility of the sales process—that is, adaptive selling—as an ...
Lire la suite >During disruptions such as the COVID-19 pandemic, the resilience of any commercial organization becomes a critical characteristic. This paper examines the flexibility of the sales process—that is, adaptive selling—as an analog to resiliency, and recommends that firms create an adaptive salesforce to increase resilience. By examining the extant research and conducting interviews with sales leaders, the findings of this paper suggest that an adaptive salesforce should focus on three areas of change within team structures. The first is an increase in flexibility and adaptiveness for the functions that the salesforce performs. The second area is an improvement of the adaptiveness of scale in which sales functions can be rapidly insourced or outsourced. The final area is technology adaptiveness, in which the salesforce adopts the use of technologies that are most relevant to customers. Implications for the firm, sales function, and individual salespeople are also derived.Lire moins >

Langue :

Anglais

Vulgarisation :

Non

Collections :