The authors examined the influence of the introduction of a new suite of technology tools on the performance of 592 salespersons. They hypothesized that the salespersons’ work experience would have a negative effect on their technology self-efficacy, which in turn would relate positively to...

Ask sales managers and recruiters what they look for in a salesperson, and they will report that they seek competitive, hard-working professionals who match the culture of their company, and research would support the contention that such things generally help the sales organization. But could...