Introduction

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Copyright: 2020
Pages: 24
Source title: Achieving Peak Sales Performance for Optimal Business Value and Sustainability
Source Author(s)/Editor(s): Carlton Brown (University of Plymouth, UK)
DOI: 10.4018/978-1-7998-1639-3.ch001

Keywords: Business and Organizational Research / Business Science Reference / Business-to-Business / Knowledge Management and Library Science

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Abstract

Sales peak performance (SPP) amongst B2B sales professionals has been a long-standing and perennial challenge, and consequently, businesses, academics, and practitioners have continued to try and shed some light on how these challenges can be addressed. These challenges continue to be a source of debate that has been exhibited by the ongoing conversations within the boardroom, data from current research, and trends within the B2B selling environment. The quest to find answers as to why there is a disproportionate amount of salespeople underperforming and identify new insights and practical solutions to help organisation develop better strategies that will then translate into better sales performances is the accentuating underpinning for this book. This chapter will commence with an overview of the SPP challenges as the basis of the discourse, which will provide context and direction for the remainder of the chapter and book.

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