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The coordination strategies of high-performing salespeople: internal working relationships that drive success

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References

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2004More than network structure: how knowledge heterogeneity influences managerial performance and innovativeness1,334 cited

Cited by

2012Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows53 cited
2012Does Intraorganizational Network Embeddedness Improve Salespeople's Effectiveness? A Task Contingency Perspective47 cited
2022Hiring for sales success: The emerging importance of salesperson analytical skills45 cited
2018Is it navigation, networking, coordination … or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance45 cited
2013Testing an Enhanced, Process-Based View of the Sales Process41 cited
2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
2014Continuing the evolution of the selling process: A multi-level perspective32 cited
2015Complexity of sales situation and sales lead performance: An empirical study in business-to-business company32 cited
2012The Moderating Influence of Organizational Support on the Development of Salesperson Job Performance: Can an Organization Provide Too Much Support?32 cited
2020Internal selling: Antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance31 cited
2021Self-oriented competitiveness in salespeople: sales management implications30 cited
2023Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes17 cited
2023Charting the course: a framework for networking across the selling ecosystem16 cited
2015Bridging the Theory-Practice Gap in Business Marketing: Lessons from the Field—TheJBBMat 2115 cited
2024Conceptualizing an integrative typology of sales enablement strategy14 cited
2022The transformation of selling for value co-creation: Antecedents and boundary conditions13 cited