While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team...

We investigate the linear and interactive influences of leader-empowering behaviors, team experience, and the degree of virtuality on team planning processes and performance among virtual sales teams. Collecting data across three separate time periods with 218 pharmaceutical sales teams, our...

We investigate the linear and interactive influences of leader-empowering behaviors, team experience, and the degree of virtuality on team planning processes and performance among virtual sales teams. Collecting data across three separate time periods with 218 pharmaceutical sales teams, our...