Document Type

Article

Publication Date

2021

Abstract

The prevalence of various salesforce job stressors call for an alternative to the current salesforce training and management strategy to secure the balanced proficiency development in job skills, prosocial abilities, and personal well-being. Specifically, we compare the well-being of 258 salespeople with 153 non-sales adults. We also investigate the relationship between wisdom and life satisfaction among salespeople, and moderation effect of age on the relationship. In regression analysis, wisdom scores of salespeople were positively related to life satisfaction moderated by age. The association between wisdom and life satisfaction was significantly stronger for older rather than younger salespeople. The findings suggest that a wisdom-based salesforce development model might result in a more balanced improvement in the mastery of job requirements, the interactions between seasoned and new salespeople, and personal well-being.

Comments

Originally published in the Journal of Personal Selling & Sales Management, Volume: 41, Issue:1, 70-82

DOI: 10.1080/08853134.2020.1845189

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