A1 Refereed original research article in a scientific journal
Purposeful practice as the key to superior sales performance: An exploratory analysis
Authors: Taylor Anja, Jossberger Helen, Gruber Hans
Publisher: ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD
Publication year: 2023
Journal: Journal of Marketing Theory and Practice
Journal name in source: JOURNAL OF MARKETING THEORY AND PRACTICE
Journal acronym: J MARKET THEORY PRAC
Number of pages: 17
ISSN: 1069-6679
eISSN: 1944-7175
DOI: https://doi.org/10.1080/10696679.2022.2159838
Web address : https://doi.org/10.1080/10696679.2022.2159838
Abstract
Although sales performance is well researched, relatively little is known about what salespeople actively do to improve and achieve superior reproducible performance. We extend existing research by examining purposeful practice, a core concept from expertise research, as a potential contribution to skill development in sales, a heretofore unexplored framework. The exploratory research sets out for a better understanding of purposeful sales practice and potential activities that successful professionals engage in for self-improvement using a sequential two-phase research approach. By comparing different expertise level groups, particular characteristics of expert performance are identified and can be used so less-skilled salespeople become better.
Although sales performance is well researched, relatively little is known about what salespeople actively do to improve and achieve superior reproducible performance. We extend existing research by examining purposeful practice, a core concept from expertise research, as a potential contribution to skill development in sales, a heretofore unexplored framework. The exploratory research sets out for a better understanding of purposeful sales practice and potential activities that successful professionals engage in for self-improvement using a sequential two-phase research approach. By comparing different expertise level groups, particular characteristics of expert performance are identified and can be used so less-skilled salespeople become better.
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