Robert J. Trulaske Sr., College of Business, University of Missouri

Enhancing Sales Force Productivity Conference

Following the success of the first five conferences, we were pleased to host the 6th Enhancing Sales Force Productivity Conference at the University of Missouri on March 23-24, 2018.

Read more about the event:
Enhancing Sales Force Productivity Conference brings top researchers to Mizzou

The quality, quantity, deployment and motivation of sales force efforts significantly affect both the top and bottom lines of companies in many industries where personal selling plays a critical role in the promotion of their offerings. As outbound and inbound marketing become digital and data-driven, and new digital information technologies shape B2B buyer behavior, firms’ customer lead management, acquisition, retention, and relationship management efforts are becoming more complex and demanding. In response, new forms of selling strategies, sales organizations, and CRM systems, e.g., AI-powered Salesforce Einstein, are emerging. However, there are many open questions regarding the optimal use, management and impact of these developments on enhancing sales force productivity. Consequently, new theoretical and empirical research to improve understanding of evolving sales force productivity issues as well as tools, models, metrics, analytics, and methodologies to aid B2C and B2B sales force management strategies and decisions are urgently needed.

 

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