What question did this study set out to answer?

This research aims to empirically verify predictors of salespeople's performance in B2B contexts based on meta-analytical frameworks.

Framing predictors of salespeople’s performance in B2B sales: a toolkit and guide for scholars and practitioners

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Randomized trial verifies predictors of salespeople’s performance in B2B sales, indicating practical applications for managers and scholars.

This research aims to empirically verify predictors of salespeople's performance in B2B contexts based on meta-analytical frameworks.
Cross-industrial sample of Norwegian product-oriented companies
236 usable questionnaires collected from B2B salespeople
Analysis of predictors based on prior meta-analytical works
27 out of 28 subdimensions confirmed as predictors of salespeople's performance
Findings demonstrate satisfactory validity and reliability
Provides relevant insights for enhancing sales practices in B2B sales

Svensson et al. (2026) studied this question.

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Randomized trial verifies predictors of salespeople’s performance in B2B sales, indicating practical applications for managers and scholars.