Sales Education Foundation

SALES RESEARCH - SEF Grants, Papers & CFPs

Announcing the 2021 SEF Research Grant Recipients

Program promotes sales research applicable to industry

We are proud to announce our two teams of researchers who will receive a grant in 2021:

-Scott Friend, Peter Nguyen and Christopher Blocker for their paper titled, “Assessing Customer Defection and Sales Win-Back Strategies via Machine Learning.”

-Bruno Lussier, Nathaniel Hartmann and Nawar Chaker for their paper titled, “Understanding and Mitigating the Undesirable Consequences of B2B Salespeople Working from Home on Burnout and Sales Performance.”

Our Goal

The goal of the SEF research grant program is to recognize sales-specific research with the potential for application by sales executives, sales managers and/or the sales force. Two recipients are chosen annually by an independent Selection Committee to each receive a $5,000 grant. Proposals are evaluated on three key criteria – Innovation, Practicality and Dissemination by an independent Selection Committee.
SEF has awarded more than $135,000 in research grants and awards. Our research grant program began in 2011 when Neil Rackham, well-known author of “SPIN Selling” and visionary, partnered with SEF to provide $5,000 grants. Today, SEF continues research grant funding to educators and doctoral candidates to support their efforts.

The Importance of Sales Research into Business Issues

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.
Our commitment to Sales research is supported in part by the SEF Research Grant Program. SEF also posts calls for papers from conferences and special journal publications. Please connect with us via email,, to learn more or inquire about our next opportunity.


Women in Sales – Volume 20, Number 2

From the Guest Editor – Stefanie Boyer, Ph.D.
“Today’s business environment presents unique challenges for women in sales. While the field is rapidly changing, university educators continue to experience low enrollment for women in sales programs, and that trend is reflected in sales organizations around the world. This special issue on Women in Sales offers insights for academics, salespeople, managers and executives on how to support, promote and inspire women.”

Journal link


According to Neil Rackham, “the time has come for new approaches to customer interaction.” Since 2011, $5,000 research grants have been awarded annually. Links to published papers appear below. Efforts have been made to ensure accuracy. Please note we do not list papers that require a fee to access the published paper. If you discover a non-working link or other issue, please contact SEF.

Grant recipients by year

2019 – Victor V. Chernetsky and Douglas E. Hughes – “The Role of Senior Executives and Organizational Culture in Management of Conflict Between Sales and Marketing” Read the Executive Summary

2018 – Ryan Mullins – “Uncovering the Impact of Sales Force Capabilities on Firm Performance” Read the Executive Summary

2018 – Scott B. Friend, Jeff S. Johnson and Kumar Rakesh Ranjan – “Fail Fast, Sell Well” Read the Executive Summary-Part One

2018 – Scott B. Friend, Jeff S. Johnson and Kumar Rakesh Ranjan – “Fail Fast Strategy in Sales Force Management” Read the Executive Summary-Part Two

2017 – Stacey L. Malek, Shikhar Sarin, and Bernard J. Jaworski – “A Measurement Model of the Dimensions and Types of Informal Organizational Control”
Read the Executive Summary Report

2015 – Dr. V. Kumar – “Why Do Salespeople Quit?  An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior”
AMA Journal of Marketing Research

2015 – Blake Runnalls – “The Impact of Social Networks on Sales Training Transfer and Performance” Read the Summary Report.

2014 – Raghuram Bommaraju – “Self-Selected Sales Incentives: Evidence of Their Effectiveness, Persistence, Durability and Underlying Mechanisms”
Executive Summary | AMA Journal of Marketing

2014 – Raj Agnihotri – “Salesperson Ambidexterity and Customer Satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict”
Executive Summary | JPSSM

2013 – Drs. Nick Panagopoulos and Adam Rapp – “Adaptive Sales Capabilities and Sales Performance” Read the summary report.

2013 – Craig C. Chapman, Jeffrey Patrick Boichuk, Thomas J. Steenburgh, Michael Ahearne – “Real Earnings Management in Sales”
Journal of Accounting Research

2012 – Mark P. Leach and Annie H. Liu – “It ain’t over ’til it’s over: Evaluating Reacquisition Opportunities in Business-to-Business Markets”
Industrial Marketing Management

2011 – Zachary R. Hall, Michael Ahearne, & Harish Sujan – “The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions.”
AMA Journal link


Conferences and journals offer researchers the opportunity to submit papers for consideration. See current open calls below:

  • 2022 Global Sales Science Institute (GSSI) Call for Papers. Submission deadline January 17, 2022.  More Information
  • Journal of Personal Selling and Sales Management (JPSSM) Special Issue – “Persisting Changes in Sales due to Global Pandemic Challenges.” Deadline January 31, 2022 More Information
  • Journal of Marketing Theory and Practice (JMTP)  Special Issue – “The Role of Frontline Employees at the Wake of Robotics, Artificial intelligence and other
    Novel Technologies .” Submission period begins December 1, 2021. Final deadline January 30, 2022 More Information