Please use this identifier to cite or link to this item: https://repositorio.insper.edu.br/handle/11224/5141
Type: Artigo Científico
Title: Identifying Sales Performance Gaps with Internal Benchmarking
Author: Claro, Danny Pimentel
Kamakura, Wagner A.
Publication Date: 2017
Abstract: This research investigates how retailers can benefit from identifying the sales growth potential of in-store salespeople in every product category. The proposed novel approach helps retailers develop an equitable evaluation of their sales force, using both observable and unobservable factors that affect sales. By extending stochastic frontier regression to a multivariate case, the resulting factor-analytic frontier formulation leverages the correlation pattern of sales across product categories and salespeople over time. A unique data set, from a franchise chain with 481 salespeople, operating in 35 stores and selling 11 related product categories, identifies a gap between observed category profits and an estimated profit frontier for each salesperson and category. This novel model also can benchmark each salesperson against all others across product categories while accounting for observable and unobservable factors. This approach has practical value, in that retailers can identify both top-performing salespeople and underperformers, who then might be matched to establish a positive learning environment that aligns top performers with proven sales expertise in a product category with peers who struggle with that category
Keywords (english terms): Internal benchmarking
Sales force management
Sales efficiency
Multivariate stochastic frontier regression
Latent variables
Embedded knowledge
Language: Inglês
CNPq Area: Ciências Sociais Aplicadas
URI: https://www.sciencedirect.com/science/article/pii/S0022435917300672
Copyright: O INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITOR
Notes: Texto completo
Appears in Collections:Coleção de Artigos Científicos

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