Revistas Académicas WoS

A new model for measuring salesperson lifetime value

Purpose - The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a salesperson and the sales force equity.

Design/methodology/approach - This is a conceptual paper supported by a case study.

Findings - The authors contribute to the literature by operationalizing the salesperson lifetime value concept and introducing new important aspects in comparison with previous discussions, including peer effect, recruitment/hiring cost and termination costs.

Originality/value - This manuscript theoretically and practically contributes to personnel value management in the organization and sales force financial control. The authors introduce peer effects, hiring/recruitment costs and termination costs, which are missing as a set in previous research. In addition, this paper offers a simple but robust model to practitioners’ use.

Journal of Business & Industrial Marketing, Vol. 32, pp. 274 - 281, 2017
Autor(es): Farías Pablo, Torres Eduardo, Mora Roberto