...Michael L. Mallin Purpose The purpose of this paper is twofold. First, it provides the results of a study of key characteristics of proactive salespeople and the impact of salesperson proactive behavior on selling performance. Second, it provides recommendations for sales management to implement...

... and places the articles in context. Findings – Proactive behavior regarding access to external training and development is muted in small business settings because of strong resource allocation norms. Second, factors in the internal work environment constitute the major barriers to training...