Chally's World Class Sales Research Results and Conclusions Adopted as "The Framework for Academic Research"

In its April, 2001 edition, The Journal of Personal Selling and Sales Management, the top ranked Professional Sales Journal, produced a special issue focusing on Sales Strategy. The lead article describes a framework for defining the most important future sales issues based on Chally's "Best Sales Practices" Research.

The article describes Chally's research as "a context for academic research that is both rigorous and relevant...such a focus on the customer fuels a dramatic shift in the firm. Customer selection, customer knowledge, customer access, and customer relationships become part and parcel of the strategy of the firm, rather than relegated to the tactical domain of sales management."

While we were not involved with the article, its authors, or The Journal of Personal Selling and Sales Management who published the results, we're very pleased. Read the article here (requires the free Adobe Acrobat Reader).