Impact of Salesforce Commitment on Sales Organisation

Organisational profit is largely contingent on salesforce commitment. Salesforce commitment has a deep impact on salespeople as well as sales organisation. This paper makes a modest attempt to identify the important consequences of salesforce commitment based on research studies over a period of three decades (1984-2013). The study brings out salesforce commitment as an important variable through its multiple effects on salesforce characteristics, salesforce performance and sales organisation effectiveness. Implications and directions for future research are also indicated.