Concepedia

Sales Operations

Sales Operations is a strategic function within sales management that systematically optimizes the processes, tools, and analytics supporting sales effectiveness and efficiency, thereby enabling scalable and data-driven decision-making across the sales organization.

595

Publications

36.1K

Citations

1K

Authors

486

Institutions

Publications per year

2017–2026

132

Parents

Children

Publications

595

A Model of Sales.

Hal R. Varian · American Economic Review · 1980 · 1.4K citations

, , +9

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

Erin Anderson, Richard L. Oliver · Journal of Marketing · 1987 · 1K citations

, , +17

Waiting for a sales renaissance in the fourth industrial revolution: Machine learning and artificial intelligence in sales research and practice

Niladri Syam, Arun Sharma · Industrial Marketing Management · 2018 · 802 citations

, , +17

An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems

Richard L. Oliver, Erin Anderson · Journal of Marketing · 1994 · 650 citations

, , +17

Measuring the performance of industrial salespersons

Douglas N. Behrman, William D. Perreault · Journal of Business Research · 1982 · 649 citations

, , +11

1–5 of 595

Authors

1K

  1. DW
    David W. Cravens

    Texas Christian University, United States

    25 publications · 2.4K citations

    22

    h-index

  2. NF
    Nigel F. Piercy

    Cardiff University, United Kingdom

    19 publications · 1.1K citations

    18

    h-index

  3. AA
    Andris A. Zoltners

    Northwestern University, United States

    15 publications · 1.5K citations

    15

    h-index

  4. WC
    William C. Moncrief

    Texas Christian University, United States

    10 publications · 941 citations

    10

    h-index

  5. AS
    Arun Sharma

    University of Miami, United States

    9 publications · 1.4K citations

    9

    h-index

1–5 of 1K

Institutions

486

  1. Texas Christian University

    Fort Worth, United States

    19 h-index

    26 publications

    2.7K citations

  2. University of Warwick

    Coventry, United Kingdom

    12 h-index

    15 publications

    684 citations

  3. University of Tennessee at Knoxville

    Knoxville, United States

    12 h-index

    19 publications

    911 citations

  4. University of Pennsylvania

    Philadelphia, United States

    12 h-index

    14 publications

    3.8K citations

  5. University of Memphis

    Memphis, United States

    11 h-index

    15 publications

    1.7K citations

  6. University of Houston

    Houston, United States

    11 h-index

    14 publications

    1.7K citations

  7. Institut d'Economie Scientifique Et de Gestion

    Puteaux, France

    10 h-index

    10 publications

    367 citations

  8. University of Alabama

    Tuscaloosa, United States

    9 h-index

    8 publications

    417 citations

1–8 of 486

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 92 publications · 6.3K citations

    45

    h-index

  2. Industrial Marketing Management

    78 publications · 4.8K citations

    35

    h-index

  3. Journal of the Academy of Marketing Science

    24 publications · 1.9K citations

    21

    h-index

  4. Journal of Marketing Research

    22 publications · 1.5K citations

    20

    h-index

  5. Journal of Marketing

    JM · 31 publications · 4.8K citations

    20

    h-index

1–5