Sales Research and Conference Call for Papers

Sales specific research is needed to bridge the gap between academia and industry. Sales managers need easy access to published research where they can find best practices and solid methodology for dealing with their daily challenges. Until recently, this research has been challenging for practitioners to find. This page will provide links to SEF/Neil Rackham supported research and other research of interest. Please connect with us if you’d like to see a paper added.

SEF/Neil Rackham Dissemination Award Program Now Open!

Nominations are now being accepted for the 2016-17 Dissemination Award. For more information, read the Announcement. Complete the Nomination form. Share this opportunity with your friends and colleagues.


According to Neil Rackham, “the time has come for new approaches to customer interaction.” This page features sales research supported by the SEF/Neil Rackham Research Grant Program. Since 2011, three $5,000 grants have been awarded annually. The list will continue to grow as more research becomes available. Links to published papers of past recipients appear below. Efforts have been made to ensure accuracy. If you discover a non-working link or other issue, please email SEF.

2011 recipient – Zachary R. Hall, Michael Ahearne, & Harish Sujan
“The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions.” Click the AMA Journal link
2011 recipient – Dr. Beth Rogers, Portsmouth University (UK). Read The London Times article from Beth’s research, “Closing the sales skills gap with outsourcing” here
2013 recipients – Drs. Nick Panagopoulos and Adam Rapp, “Adaptive Sales Capabilities and Sales Performance.” Read the summary report here
2013 recipient – Craig C. Chapman, Jeffrey Patrick Boichuk, Thomas J. Steenburgh, Michael Ahearne
“Real Earnings Management in Sales” Click the Journal of Accounting Research link


In this area you can find important sales research shared with SEF and published in various sales journals and magazines. Researchers, we invite you to share your published research with your colleagues and industry practitioners. Please email SEF.


  • AACSB article by Dr. Jane Sojka, University of Cincinnati Helping Women Conquer Confidence Killers
  • “Fitting A Square Peg Into A Square Hole,”presented at the MMA Fall Educators’ Conference – Fall 2015 by Alex Milovic, Marquette University and Rebecca Dingus, Central Michigan University – Position Paper
  • Florida State University Sales Institute – Executive Summary “Research Shows that Sales Center Education Makes a Substantial Difference in Student Performance After Graduation” link
  • Journal of Selling – “Establishing, Growing, and Running a Sales Program: An Analysis of Certified University Sales Centers” link

    Many sales-related conferences offer researchers the opportunity to submit research proposals/papers for consideration at their annual events. This section will provide links to these announcements and/or websites as made available to SEF.

  • NCSM-Call for Papers – Deadline Monday, November 14, 2016. More Information.
  • Journal of Selling Special Issue Call for Papers- The Darkside of Selling, Deadline September 1, 2017 More Information.
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    A listing of all upcoming Sales Competitions and other events

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