Re‐examining field sales unit performance

Abstract

Purpose Drawing on the resource‐based view of the firm and the dynamic capabilities perspective, this paper sets out to argue that salespeople's selling skills and their inter‐ and intra‐unit collaborative skills are valuable, rare, socially complex, and inimitable knowledge‐based resources embedded in the human and social capital of field sales units (FSUs). Salespeople's selling and collaborative skills, both directly and interactively, should help field sales units generate greater economic rents. This paper also aims to explore the effect of salespeople's selling and collaborative skills on the level of total compensation through the mediating role of sales unit performance. Design/methodology/approach The data were obtained from a sample of managers of FSUs in 102 large Canadian organizations. The proposed model and its hypotheses were tested using hierarchical moderated regression analysis. Findings Collaborative skills, but not selling skills, are directly related to FSU performance; the effect of selling skills on FSU performance is strengthened by the complementary role of collaborative skills; and selling skills and collaborative skills both individually and interactively result in the payment of higher compensation to salespeople as a result of their enhanced performance. Research limitations/implications Salespeople's selling skills and collaborative skills (both directly and interactively) not only enable the FSU to generate higher levels of performance, but they also increase individual salespeople's compensation. Practical implications It is necessary for managers to acknowledge the role of knowledge‐based resources in building/developing organizational dynamic capabilities. Originality/value This is one of the few studies that explores the strategic role of salespeople in creating a competitive advantage and links the sales management literature to the literature on the RBV of the firm and social capital/human capital theory.

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