Improving B2B sales performance: Some key internal and external influential factors

Abstract

Purpose

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.

Design/methodology/approach

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

Findings

Firms in the B2B context can improve sales performance through an emphasis on several key performance indicators. An approach that adapts to uncertainties within the external environment and considers internal environment factors and sales leadership will become better positioned to increase the ability of sellers and achieve desired sales outcomes.

Originality/value

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Citation

(2021), "Improving B2B sales performance: Some key internal and external influential factors", Strategic Direction, Vol. 37 No. 11, pp. 16-18. https://doi.org/10.1108/SD-10-2021-0113