Business Commons^™

B2B sales organizations are experiencing inside sales growth as well as increased importance and utilization of the inside salesperson. This dynamic role change towards inside sales is resulting in organizations re-thinking their sales control structure. Such topics as how gender influences the way sales managers motivate their inside sales force to what forms of motivation are most impactful are important considerations in the design and implementation of more effective sales control systems. To fill this gap, this research empirically investigates B2B inside salespersons and the moderating influences of gender on the sales control and job performance relationship. Comprising this study …