So, you want to start a sales center? An organizational learning approach to sales center formation and growth

Abstract

ABSTRACT Growth in demand for qualified salespeople has resulted in an increase in both university sales programs and the number of schools that want to transition their programs into sales centers and institutes. Despite this interest, few published articles provide direction on how to plan and launch a sales center. This research examines the views and experiences of existing and aspiring sales center directors to gain deeper insights into the tactics and techniques used for sales center creation and management. Leveraging an organizational learning theory approach, this work uses a mixed-method design to compare aspiring centers’ concerns with the experience and advice of existing center directors.