Nick is an award-winning author, professor, and consultant working in the areas of selling, sales management, and marketing strategy. He has 17 years of experience in consulting and executive education with a large number of organizations in the US, Latin America, Asia, and the EU, including many Fortune 500 companies.
Nick’s research has focused upon managerial/strategy issues that relate to sales force management – that is, elucidating the mechanisms of improving salesperson performance and, through that, firm performance. His work has explored different perspectives such as the role of social media, sales technology, sales force control systems, leadership, cross-cultural differences, sales strategy, value creation and appropriation mechanisms, sales management practices, and salesperson's cognitions and attitudes in explaining salesperson performance. Nick’s research attention is focused on examining (a) the role of the sales force in the generation and appropriation of economic value through the provision of solutions; (b) the mechanisms of customer voice behavior and the role of the sales force; (c) the formation and performance implications of dynamic sales capabilities for dealing with increasing market complexity; and (d) whether and how downsizing the sales force influences shareholder value.
He has contributed 30-plus articles in scientific journals such as the Journal of Marketing, International Journal of Research in Marketing, Journal of Organizational Behavior, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Business Ethics, Journal of Business Research, International Journal of Human Resource Management, as well as over 40 articles in the proceedings of international conferences.
Nick has participated in invitation-only conferences at Harvard, Wharton, and Columbia and has been invited to present his work at many universities while working with graduate and undergraduate students from all over the world.
He has received many awards, including: (a) the 2015 James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling & Sales Management; (b) the 2014 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice, Journal of Personal Selling & Sales Management; (c) the Best in Sales Track Paper Award at the 2014 Winter AMA Conference; (d) the Best Paper Award at the 2015 National Conference in Sales Management; and (e) the Neil Rackham Research Grant from the Sales Education Foundation. In addition one of his papers was nominated for the 2012 Journal of Personal Selling & Sales Management's James M. Comer Award for Best Contribution to Selling and Sales Management Theory.
Nick is a member of the editorial boards of the Journal of Personal Selling & Sales Management and Industrial Marketing Management, and serves as a reviewer in numerous academic journals. He has co-edited several special issues and has served as Conference, Track, and Session Chair, as well as Discussant in many academic conferences. Nick is also past chair of the Global Sales Science Institute.
Nick is the author of the book “ Sales Technology: Making the Most of Your Investment ” (Business Expert Press, New York) and contributed one chapter in “ Sales Management: A Multinational Perspective ” (Palgrave Macmillan, UK).
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