Research projects

Here you can find a brief overview of some of our current research projects. If you are interested in participating in one of them, have more questions or want to know more about the outcome, please don’t hesitate to contact us!


1. Sales force effectiveness

In a joint-project with CPI Consulting we are trying to identify sales force effectiveness practises within companies today. For this reason we are gathering insights from different companies.

Should you be interested in participating, we invite you to take our survey by clicking on the below link. This will only take 20 minutes of your time and will be very helpful for us. All answers will be treated anonymously.

You can fill in the questionnaire by clicking here.


2. Key Account management effectiveness

Together with Deloitte we are working on identifying best practices in the implementation of Key Account Management programs. To be involved in this research, please contact us at


3. Characteristics of successful salespeople

Funded by an IBM Faculty grant we are working on identifying different, successful strategies employed by salespeople in the current changing environment. We are interested in learning how successful salespeople go beyond the traditional offering and understand what characteristics make them successful as a salesperson. For more information contact us at


4. Integration between Sales and Operations

In this research project we are working together with Prof Robert Boute on identifying best-practises in the integration between Sales and Operations departments. Please contact Prof. Deva Rangarajan at


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