Purposeful practice as the key to superior sales performance: An exploratory analysis



: Taylor Anja, Jossberger Helen, Gruber Hans

Publisher: ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD

: 2023

: Journal of Marketing Theory and Practice

: JOURNAL OF MARKETING THEORY AND PRACTICE

: J MARKET THEORY PRAC

: 17

: 1069-6679

: 1944-7175

DOI: https://doi.org/10.1080/10696679.2022.2159838(external)

: https://doi.org/10.1080/10696679.2022.2159838(external)


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.



Last updated on 2024-26-11 at 21:36