... and reliable conditions for developing best practices and promoting the establishment of corporate standards for managers and salespeople in B2B sales. B2B Meta-analysis Salespeople Sales performance Predictors In business-to-business (B2B) contexts, there appears to be a general consensus...

...Nils M. Høgevold; Rocio Rodriguez; Carmen Otero-Neira; Göran Svensson Purpose The digitalization through technology with contemporary indicators of sales performance has become crucial in B2B sales and there is an interesting research opening in the need to specifically include this issue when...

...Rocio Rodriguez; Mornay Roberts-Lombard; Nils M. Høgevold; Göran Svensson Purpose This study aims to propose a conceptual framework based on organisational and environmental indicators of business-to-business sellers’ sales performance in services firms. Design/methodology/approach...