Research Mission

 Our research mission, broadly defined, is to uncover the key drivers of superior sales force performance and provide information to sales managers about state-of-the-art methods for creating and sustaining competitive advantage in the sales force.  We are networked with researchers, educators and practitioners in the area of sales and sales management in companies and universities throughout the world. We support publishable academic research by providing research expense funding for our scholars as well as access to cooperating firms (research partners).  Our current research projects focus on several levels of the organization, ranging from the overall culture of the organization to the psychological and behavioral characteristics of individual salespeople.