1 / 13

Helping managers: what are the main drivers of performance?

Using the Global Sales Barometer to help sales managers and sales researchers: an example based on the Italian dataset Paolo Guenzi, SDA Bocconi School of Management, Università Bocconi, Milano. Helping managers: what are the main drivers of performance?. Paolo Guenzi –

gabby
Download Presentation

Helping managers: what are the main drivers of performance?

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Using the Global Sales Barometer to help sales managers and sales researchers: an example based on the Italian dataset Paolo Guenzi, SDA Bocconi School of Management, Università Bocconi, Milano

  2. Helping managers: what are the main drivers of performance? Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  3. Managers’ self reported performance on sales management capabilities Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  4. Exploratory factor analysis and reliability FACTOR SAMPLE ITEMS Coaching, Leadership, Support & Development Development, training, support, leadership, motivation, compensation, retention N = 8; α = .84 Targeting & Account management Building / keeping relationships, prospecting /segmentation / targeting, closing N = 7; α = .79 Planning & Forecasting Forecasting, goal setting, turning goals into plans N = 3; α = .67 Structure & Infrastructure Sizing & organizing the sales force, technology N = 5; α = .70 Working with other departments, cross selling, communications to customers Cross-functional collaboration N = 3; α = .62 Talent management Attracting talent, turning new hires into performers, allocating resources properly N = 3; α = .61 Avoiding excessive discounts N = 1 Paolo Guenzi – SDA Bocconi School of Management Università Bocconi N = 1 Decreasing the time needed to close a sale

  5. How do sales capabilities affect performance? Coaching, Leadership, Support & Development .189* .190** Targeting & Account management * <.05 ** <.01 Planning & Forecasting .161* Performance n.s. Structure & Infrastructure Adj. R² = 0.29 n.s. Cross-functional collaboration .143* Talent management N = 296 Avoiding excessive discounts n.s. Paolo Guenzi – SDA Bocconi School of Management Università Bocconi n.s. Decreasing the time needed to close a sale

  6. Helping sales researchers: what should they focus their attention on? Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  7. What do academics study?List of topical categories in sales research Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  8. Do academics know what they think is important? Source: Geiger & Guenzi (2009) Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  9. Is what academics know important for organizations to know? Source: Geiger & Guenzi (2009) Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  10. Which are the issues that managers need help from academics on? Source: Geiger & Guenzi (2009) Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  11. What should academics study next? Source: Geiger & Guenzi (2009) Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  12. Managers’ self reported performance on sales management capabilities Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

  13. Do we see what they see? HIDDEN TRAPS FALSE PROBLEMS Paolo Guenzi – SDA Bocconi School of Management Università Bocconi

More Related