The 100-Year Journey - Finding the Key Determinants of Sales Performance
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The 100-Year Journey - Finding the Key Determinants of Sales Performance

Webinar: The 100-Year Journey - Finding the Key Determinants of Sales Performance

 Export to Your Calendar 18/11/2020
When: 18th November 2020
1.00 pm - 1.35 pm GMT
Where: Webinar
United Kingdom
Contact: Jennie Harnaman


Online registration is available until: 18/11/2020
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The 100-Year Journey - Finding the Key Determinants of Sales Performance
Dr Peter Kerr, Assistant Professor of Marketing and Strategy, Shannon School of Business, Cape Breton University, Nova Scotia, Canada

Target Audience:  All APS Members


AGENDA

01:00

Welcome from the APS

01:05

The 100-Year Journey - Finding the Key Determinants of Sales Performance

01:25

Q&A Session

01:35

Close

 

Selling is the life-blood of all for-profit organizations. Since 1918, there have been well over 660 academic investigations into the key factors that predict sales performance at both the individual and departmental level. This webinar takes you on a short journey of this academic research by summarizing the key findings from the past century and providing a peak into future sales performance research.

One implicit assumption in identifying the key determinants of sales performance is that we collectively understand what we mean by “performance” within a sales context. For many, this would seem straight forward, but in fact, has been highly problematic and controversial, leading to conflicting research findings. We discuss some the challenges and pitfalls associated with sales performance measurement to-date and provide a cautionary tale to sales managers conducting evaluations.

Key takeaways:

  • Finding the performance silver bullet - short-list of factors that appear to consistently predict higher levels of sales performance across business sectors and selling environments
  • Avoiding performance evaluation pitfalls - recommendations regarding sales performance measurement and evaluation
  • Performance - where are we headed? – highlighting areas of forthcoming and future research

 

About the Presenter:  Dr Peter Kerr

Dr Kerr is a former executive with over twenty-five years of marketing, product management, and sales management experience.  As vice-president marketing for Bell Canada’s Small Business & Medium Business Division, Dr Kerr was responsible for a $1.3B portfolio of products and services along with 150 marketing, product management and sales employees.   Dr Kerr has also held marketing positions with Dell Computer Corporation’s leasing division, Toronto Dominion Bank, and Q9 Networks, Canada’s largest data centre service provider.  

Dr Kerr holds a Ph.D. from Cranfield University in Bedford England.  His research focuses on marketing strategy implementation issues related to salesperson skills, behaviours and performance.  He now lives in Sydney, Nova Scotia, on beautiful Cape Breton Island where he is a member of the Board of Directors for the Cape Breton Chamber of Commerce and a full-time faculty member of the Shannon School of Business, Cape Breton University.