Optimizing Salesperson Performance: A Flow Theory Perspective

Abstract

A sample of 125 salespeople from 13 countries was surveyed to assess the effects of flow on salesperson performance. Salespeople achieve the flow state when their skills match the challenges of the sales situation, and the challenge/skill balance is high. Exploratory and confirmatory factor analyses followed by a cluster analysis indicated that there was a significant difference in sales performance among salespeople with different levels of the flow state. The article concludes with managerial implications and directions for future research.