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Research

Overview

The sales field is changing more than ever before which brings significant challenges for sales leaders to maintain a competitive edge. With that in mind, the Sales Innovation Program's (SIP) research faculty work collaboratively with salespeople, managers and executives on solving relevant issues in the modern marketplace. Our approach offers a customized and focused set of recommendations for sales leaders looking for unique insights that speak to their context.

Research Faculty

SIP research faculty actively conduct cutting-edge studies to advance knowledge and uncover the key drivers of superior sales performance. Furthermore, faculty within SIP are networked with researchers and practitioners across the globe helping provide additional resources to bring to novel problems. These strategic alliances, coupled with SIP faculty's continuous exposure to innovative thought leaders, help us offer sales organizations a knowledge hub for addressing their most pressing sales challenges.

Our current research projects focus on several levels of the organization, ranging from strategic sales force decisions down to the social and behavioral factors that influence individual salespeople.

Previous research collaborations have focused on:

  • Ambidextrous Sales Behaviors
  • Customer Business Development
  • Customer Relationship Management
  • Internal Branding and Communication
  • Managing and Facilitating Sales Teams
  • Sales Force Strategy
  • Sales Leadership
  • Sales Technology Adoption and Usage
  • Social Selling

To learn more about how to start a research collaboration between your sales organization and SIP faculty, please contact us.