team detail

Title(s)

· Director of MBA Program

· Chair of Applied Research in Sales

Education

· Cranfield School of Management

Doctor of Philosophy - PhD Marketing & Sales, Sales Performance

Expertise

· Sales Performance

· Salesforce Behaviour & Capability

· Sales Analytics

· Sales Performance Measurement

· Marketing Strategy

Hiring for sales success: The emerging importance of salesperson analytical skills

Journal of Business Research, 2022

The interplay between objective and subjective measures of salesperson performance: towards an integrated approach

Journal of Personal Selling & Sales Management, 2022

The impact of performance measurement diversity on customer-oriented selling behavior

Industrial Marketing Management, 2023

Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis

Journal of Personal Selling & Sales Management, 2024

Toward an understanding of the personal traits needed in a digital selling environment

Industrial Marketing Management, 2024

Well-Being in Sales: The Role of Non-Financial Rewards in Mental Health and Mental Illness

Academy of Management Proceedings, 2025

State of Sales 2026

State of Sales Survey

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Suspendisse varius enim in eros elementum tristique. Duis cursus, mi quis viverra ornare, eros dolor interdum nulla, ut commodo diam libero vitae erat. Aenean faucibus nibh et justo cursus id rutrum lorem imperdiet. Nunc ut sem vitae risus tristique posuere.

If you lead a sales team in Atlantic Canada, your perspective matters.

Share your voice. Shape the future of sales in Atlantic Canada.

Take the Survey

Dr. Peter Kerr

State of Sales Survey