We are currently working on research related to the efficacy and impact of various sales technologies. For example, in one research project, we empirically investigate the effect of sales content platforms, or shared digital warehouses for storing, managing, and distributing information required for sales activities, on sales opportunity conversion. As an important aspect of sales enablement, we find that sales content platform usage increases the likelihood that salespeople convert sales opportunities but does not alter the revenue gained from these converted sales opportunities. However, these effects strongly depend on the salesperson's experience, such that more experienced salespeople can exploit sales content platforms particularly well later in the sales process. We are also investigating whether the quality and quantity of tracked salesperson activity logs and notes in a customer relationship management (CRM) software predict salesperson success.

Another research project examines the state of the academic literature on sales technology, offers managerial insights, and identifies opportunities for future research.

Finally, other research looks at the implications of a sales system shock, a swift change to the business ecosystem that requires a scope of actors and firms involved in selling or buying to revise their established exchange practices substantially.

If you are interested in learning more, please contact Assistant Professor Nawar Chaker.

We are thrilled to announce a new addition to the LSU PSI faculty. Viktor Jarotschkin comes from The European School of Management and Technology Berlin, where he worked as a research associate. He recently completed his PhD in Marketing from the Free University of Berlin. Jarotschkin specializes in sales, industrial marketing, marketing strategy, technology adoption, and machine learning. He will join the Department of Marketing as an assistant professor this fall.

Throughout the year, the LSU PSI hosted numerous events to foster a sense of community and engagement among our students and the local business community. We hosted several guest speakers who shared their insights and experiences in sales. Our fall and spring Sales Career Expos were great successes, bringing together sales students and corporate partners. Additionally, we hosted several networking events, including the PSI Golf Tournament and LSU Sales Symposium.