Does the Sales Manager Make a Difference? The Impact of Sales Management Succession Upon Departmental Performance

Armstrong, Robert W.; Pecotich, Anthony
September 1993
Journal of Personal Selling & Sales Management;Fall93, Vol. 13 Issue 4, p15
Academic Journal
This study utilizes historical data to explore the effects of sales management succession, the characteristics of the successor, and type of succession on post succession performance of an industrial sales organisation while controlling for pre-succession performance and economic conditions. Three theoretical positions were contrasted: (1) that a change in a sales manager will lead to a decline in a performance, (2) that such a change will lead to an increase in sales performance, and (3) that the change will have no impact on performance. The results demonstrated a positive effect due to succession, thus supporting the common sense notion that a sales management change leads to improved performance. There was also some support for the proposition that experience and ability may mediate the succession effect.


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