Sales teams and its impact on the performance of the organizations: a systematic review of the literature
In this work, 63 scientific articles published between January 2016 and July 2020 are analyzed which address the topic of sales teams of organizations and their relationship with commercial performance, indexed in Scopus and Web Of Science. The methodology established by the Scottish Intercollegiate...
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| Format: | Online |
| Language: | spa |
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Universidad Pedagógica y Tecnológica de Colombia
2022
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| Online Access: | https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259 |
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| _version_ | 1801706008062459904 |
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| author | Cardona-Arbeláez, Diego Alonso Morelos-Gómez, José Caraballo-Hernández, Katerina |
| author_facet | Cardona-Arbeláez, Diego Alonso Morelos-Gómez, José Caraballo-Hernández, Katerina |
| author_sort | Cardona-Arbeláez, Diego Alonso |
| collection | OJS |
| description | In this work, 63 scientific articles published between January 2016 and July 2020 are analyzed which address the topic of sales teams of organizations and their relationship with commercial performance, indexed in Scopus and Web Of Science. The methodology established by the Scottish Intercollegiate Guidelines Network was used. The findings indicate the existence of a theoretical and practical body associated with topics such as the characteristics of sellers, sales performance, marketing and leadership, elements that could be appropriated by organizations to improve their benefits. Posts linking marketing, sales teams and their performance were few compared to those associated with salesperson characteristics. In this sense, future works could address the incidence of branding, brand positioning and incentives for marketing and sales teams. |
| format | Online |
| id | oai:oai.revistas.uptc.edu.co:article-15259 |
| institution | Revista de Investigación, Desarrollo e Innovación (RIDI) |
| language | spa |
| publishDate | 2022 |
| publisher | Universidad Pedagógica y Tecnológica de Colombia |
| record_format | ojs |
| spelling | oai:oai.revistas.uptc.edu.co:article-152592023-07-24T23:04:25Z Sales teams and its impact on the performance of the organizations: a systematic review of the literature Equipos de ventas y su incidencia en el desempeño de las organizaciones: una revisión sistemática de la literatura Cardona-Arbeláez, Diego Alonso Morelos-Gómez, José Caraballo-Hernández, Katerina sales teams; sales performance; marketing; leadership equipos de ventas; desempeño de ventas; marketing; liderazgo In this work, 63 scientific articles published between January 2016 and July 2020 are analyzed which address the topic of sales teams of organizations and their relationship with commercial performance, indexed in Scopus and Web Of Science. The methodology established by the Scottish Intercollegiate Guidelines Network was used. The findings indicate the existence of a theoretical and practical body associated with topics such as the characteristics of sellers, sales performance, marketing and leadership, elements that could be appropriated by organizations to improve their benefits. Posts linking marketing, sales teams and their performance were few compared to those associated with salesperson characteristics. In this sense, future works could address the incidence of branding, brand positioning and incentives for marketing and sales teams. En este trabajo se analizan 63 artículos científicos publicados entre enero de 2016 y Julio de 2020, que abordan como temática los equipos de venta de las organizaciones y su relación con el desempeño comercial, indexados en Scopus y Web Of Science. Se empleó la metodología establecida por Scottish Intercollegiate Guidelines Network. Los hallazgos indican la existencia de un cuerpo teórico y práctico asociado a temáticas como: las características de los vendedores, el desempeño de ventas, el marketing y el liderazgo, elementos que podrían ser apropiados por las organizaciones para mejorar sus beneficios. Las publicaciones que vinculan al marketing, los equipos de ventas y su desempeño fueron pocas en comparación con las asociadas a las características de los vendedores. En este sentido, futuros trabajos podrían abordar la incidencia del branding, el posicionamiento de marca y los incentivos para la mercadotecnia y los equipos de ventas. Universidad Pedagógica y Tecnológica de Colombia 2022-08-15 info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion application/pdf text/xml https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259 10.19053/20278306.v12.n2.2022.15259 Revista de Investigación, Desarrollo e Innovación; Vol. 12 No. 2 (2022): Julio-Diciembre; 185-196 Revista de Investigación, Desarrollo e Innovación; Vol. 12 Núm. 2 (2022): Julio-Diciembre; 185-196 2389-9417 2027-8306 spa https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259/12473 https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259/13206 Derechos de autor 2022 Revista de Investigación, Desarrollo e Innovación |
| spellingShingle | sales teams; sales performance; marketing; leadership equipos de ventas; desempeño de ventas; marketing; liderazgo Cardona-Arbeláez, Diego Alonso Morelos-Gómez, José Caraballo-Hernández, Katerina Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| title | Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| title_alt | Equipos de ventas y su incidencia en el desempeño de las organizaciones: una revisión sistemática de la literatura |
| title_full | Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| title_fullStr | Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| title_full_unstemmed | Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| title_short | Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| title_sort | sales teams and its impact on the performance of the organizations a systematic review of the literature |
| topic | sales teams; sales performance; marketing; leadership equipos de ventas; desempeño de ventas; marketing; liderazgo |
| topic_facet | sales teams; sales performance; marketing; leadership equipos de ventas; desempeño de ventas; marketing; liderazgo |
| url | https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259 |
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