The Future of Knowledge-Intensive Business Services
Examines how artificial intelligence is weakening knowledge-based differentiation and why judgment and sales methodology are becoming more important in high-value services.
Knowledge Hub
Sales Excellence Hub | Knowledge Hub
Research translated for sales practice
The Knowledge Hub brings together research-led articles and partner insight on the issues shaping sales leadership, methodology, incentives, technology and professional practice.
Latest insight
When Unclear Sales Roles Raise Ethical Risk
Based on research with Anssi Tarkiainen, John W. Cadogan, Sanna Sundqvist and John M. Rudd.
New research shows how unclear responsibilities and decision boundaries can increase ethical risk in sales. The article examines how coaching, management involvement and the balance between behaviour and outcome controls can influence that risk.
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The Evolution of Commission and Incentives in a Consumption Economy
Examines how incentive design must adapt when revenue is earned through customer adoption, expansion and retention rather than upfront bookings.