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 RESEARCH GRANT PROGRAM
According to Neil Rackham, “the time has come for new approaches to customer interaction.” Since 2011, three $5,000 grants have been awarded annually. Links to published papers appear below. Efforts have been made to ensure accuracy. If you discover a non-working link or other issue, please email SEF.
Grant recipients by year:
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
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
2011 – Dr. Beth Rogers
“Closing the sales skills gap with outsourcing”
SALES RESEARCH PUBLISHED IN JOURNALS/MAGAZINES
Find links to published sales research of interest to professionals and academics below. We invite you to share your 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:
- Florida State University Sales Institute – Executive Summary:
Research Shows that Sales Center Education Makes a Substantial Difference in Student Performance After Graduation
- Journal of Selling:
Establishing, Growing, and Running a Sales Program: An Analysis of Certified University Sales Centers
POSTED – CALL FOR PAPERS
Many conferences offer researchers the opportunity to submit research proposals/papers for consideration at their annual events.
- NCSM – National Conference in Sales Management 2018 Conference Call for Papers. Deadline October 31, 2017 More Information