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EMAC 2019 Annual Conference

Salesforce agility: The case of insurance services

Published: May 28, 2019


MARKOS TSOGAS, University of Piraeus; Gerasimos Bogris, University of Piraeus; Marina Kyriakou, University of Piraeus


Agility; Salesforce ; Insurance Market


The purpose of this study is to investigate the applicability of the construct of agility in the salesforce and to offer initial evidence on the performance implications of salesforce agility. The insurance sector was selected as it provides an adequate sample of experienced salespeople and objective data of success or failure in terms of new contracts earned and sales volume. The results indicate the existence of an agility scale which partially influences sales and performance. Agility is reaffirmed thus as an important construct in sales and vital skill in today’s ever changing environment.


The publication of this paper has been partly supported by the University of Piraeus Research Center.