Developing crisis resilience among salespersons

What is it about?

Salesperson goal orientations are very important for improving their resilience during periods of crisis. Crisis resilience improves performance both directly and indirectly by mediating the relationship between goal orientation and performance.

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Why is it important?

Organisations often find it difficult to get back to their pre-crisis levels of effectiveness after suffering large scale external crisis. It is thus important for frontline employees -- especially the salesforce to develop strong crisis resilience and work effectively during a crisis to pull back the organisation from the brink. Sales person who often have more information about the ground level situation, sees the actual aftermath of the crisis, could easily get adversely impacted by the crisis. It is important that salesperson build strong crisis resilience abilities that makes them emotionally strong when they have to face devastation external crises.