... intentions. Using Necessary Condition Analysis ( NCA ), the research quantifies the must-have levels at which these factors become necessary, offering actionable insights for optimizing resource allocation and enhancing overall sales performance. Design/methodology/approach This research employs NCA...

.... This oversight is critical, particularly in inside sales, where dynamics are complex and monitoring stringent. Using necessary condition analysis (NCA), this research aims to delineate the indispensable “must-have” factors – specifically, activity and capability controls – crucial for achieving effective sales...