Research Note: Marginally Performing Salespeople: A Definition

Hyman, Michael R.; Sager, Jeffrey K.
September 1999
Journal of Personal Selling & Sales Management;Fall99, Vol. 19 Issue 4, p67
Academic Journal
Sales researchers have studied attitudinal and behavioral determinants of salespeople's performance; any meaningful differences suggested ways to remedy low performance. But what of salespeople who barely outperform low performers? If these marginal performers are merely superior low performers, then high performers would differ from marginal performers as high performers differ from low performers, only to a lesser degree. This untested assumption suggests a theoretical and empirical void. To fill this void, the authors (1) review the notion of marginal performance as one explanation of variation in salespeople's performances, (2) propose and defend a definition of marginal performance for salespeople, and (3) suggest further research on marginally performing salespeople.


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