Empowering sales teams for market sensing and market performance
研究了在波动市场中，销售团队赋能如何通过团队和个体层面的协同路径，提升市场感知能力，进而提高配额达成率并降低客户流失率。
• Sales team empowerment enables bottom-up market sensing in volatile markets. • Synergistic pathways across team and individual levels link empowerment to team market sensing and team performance. • Sales team market sensing increases quota attainment and reduces customer churn. • Psychological ownership conditions how empowerment motivates salesperson learning. Even though market volatility consistently outpaces traditional top-down attempts at adaptation, firms continue to underutilize frontline sales teams as a source of bottom-up market response. To address this problem, we conceptualize and test a dual-pathway model to illustrate how sales team empowerment motivates the collective and individual self-regulatory activities necessary for deploying a market sensing sales team. Drawing from a multi-source dataset of salespeople, managers, and 8-month archival performance, we show how sales team empowerment shapes team and individual motivations into sales team market sensing and market performance. Our findings contribute to both practitioners and academics in three key ways: (1) uncover dual-level learning synergies necessary for effectively deploying sales team market sensing, (2) provide new insight surrounding the ambiguous effects of team empowerment, and (3) illustrate the individual motivations and contingencies for driving sales team learning.