Despite the large body of research that examines the determinants of salesperson performance, significant variation exists regarding how scholars can operationalize salesperson performance using secondary, firm-provided data. Moreover, this variation often exists without explanation or justification. We explore the issue in three parts. First, we conduct practitioner surveys to discover various salesperson performance operationalizations (SPOs) in use by salespeople and sales managers. Second, using a carefully constructed and theoretically driven evaluative framework, we conduct a systematic review of the literature on salesperson performance that encompasses over thirty years of empirical research on the subject; this review allows us to better understand the SPOs that scholars use. Third, we compare these practitioner and scholarly perspectives to create a comprehensive conceptual model of the different types of SPOs. The model highlights theoretical insights and provides guidance to scholars and reviewers related to the selection of appropriate SPOs for meeting specific research objectives.

尽管有大量研究调查了销售人员绩效的决定因素，但在学者如何使用公司提供的辅助数据来操作销售人员绩效方面，仍存在重大差异。此外，这种变化经常存在而没有解释或理由。我们分三部分探讨这个问题。首先，我们进行从业人员调查，以发现销售人员和销售经理正在使用的各种销售人员绩效操作化（SPO）。其次，我们使用精心构建的，理论驱动的评估框架，对销售人员绩效的文献进行了系统的回顾，该文献涵盖了30多年对该主题的实证研究。这篇评论使我们可以更好地了解学者使用的SPO。第三，我们将这些从业者和学者的观点进行比较，以创建针对不同类型的SPO的综合概念模型。该模型突出了理论上的见识，并为学者和评论家提供有关选择合适的SPO以满足特定研究目标的指南。