Improving B2B sales performance: Some key internal and external influential factors
ISSN: 0258-0543
Article publication date: 13 October 2021
Issue publication date: 19 November 2021
Abstract
Purpose
This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.
Design/methodology/approach
This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.
Findings
Firms in the B2B context can improve sales performance through an emphasis on several key performance indicators. An approach that adapts to uncertainties within the external environment and considers internal environment factors and sales leadership will become better positioned to increase the ability of sellers and achieve desired sales outcomes.
Originality/value
The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.
Keywords
Citation
(2021), "Improving B2B sales performance: Some key internal and external influential factors", Strategic Direction, Vol. 37 No. 11, pp. 16-18. https://doi.org/10.1108/SD-10-2021-0113
Publisher
:Emerald Publishing Limited
Copyright © 2021, Emerald Publishing Limited