A Framework of Critical Success Factors Affecting the Business to Business Sales Performance

The role and nature of business-to-business (B۲B) sales performance has evolved since the end of the ۲۰th century, largely due to technological, organizational, and societal changes. Nevertheless, literature has not yet been able to evolve along with it. The literature lacks research that exclusively shows a framework for determining the critical factors affecting the success of sales performance at the business-to-business (B۲B) level. Therefore, this research has been conducted using a mixed method (qualitative and quantitative) to determine the impact of critical factors on the success of business-to-business (B۲B) sales performance. At first, the qualitative method of systematic review was used. According to this method, out of ۲۶۹ articles related to the topic, the results of ۴۰ articles published in reliable databases from ۱۹۸۰ to ۲۰۲۲ have been reviewed and analyzed. Further, interviews were conducted with industry experts in this field, and data analysis was done with the help of SPSS software. The results of the research indicate that success in B۲B sales performance may be influenced by ۳۱ effective factors related to four dimensions: individual, organizational, environmental, and customer level. Finally, the limitations of the research and recommendations regarding success in B۲B sales performance are provided.

Keywords:

Critical success factors , Mixed Method , Sales Performance , Systematic review , Qualitative method , quantitative method