When Unclear Sales Roles Raise Ethical Risk
Examines how unclear responsibilities can increase ethical risk in sales and how coaching and management controls can influence behaviour.
Knowledge Hub
Sales Excellence Hub | Knowledge Hub
Research on sales
The Knowledge Hub regularly publishes practical summaries of academic research on sales. Each article explains the main findings and what they mean for sales professionals, managers and organisations.
We also feature contributions from researchers and industry partners on sales leadership, technology, incentives, customer relationships and professional practice.
Latest publication
Why Sales Technology Rollouts Fail: The Missing Role of the Salesperson
Based on research published in the Journal of Service Research.
Technology adoption depends on more than the technology itself. This article examines how salespeople influence customers' use of digital channels and why their role matters when organisations introduce new technology.
Read article (PDF) → Link opens in a new windowRecent publications
Previous Knowledge Hub articles, listed from newest to oldest.
The Future of Knowledge-Intensive Business Services
Considers how AI is changing competition in professional services and why judgment and sales methodology remain important.
The Professional Sales Engine
Explains the differences between a commercial approach, sales methodology and sales process, and how these can support more consistent practice.
The Evolution of Commission and Incentives in a Consumption Economy
Discusses incentive design when revenue depends on customer adoption, expansion and retention rather than upfront bookings.