Paper Number
ICIS2025-2192
Paper Type
Short
Abstract
Digital feedback tools are increasingly relevant in the workplace, yet many recent advances lack features that genuinely enhance employee motivation, particularly in sales environments where individual performance directly shapes organizational outcomes. Drawing on goal-setting theory, this study investigates how self-set goals and adaptive, CRM-informed feedback influence salespeople’s performance in a B2B context. To this end, we propose a six-month field study within a B2B organization in which we enable employees to set, monitor, and adjust personal goals and provide them with data-driven feedback. With that, our research aims to contribute to the literature on goal setting, feedback, and motivational technologies in the workplace. Practically, our findings seek to guide organizations in designing IS-enabled interventions that enhance salesperson engagement and improve overall performance.
Recommended Citation
Kuhlemann, Sophie, "Self-Set Goals and Sales Performance: A Field Experiment on Goal Setting and CRM-Enabled Feedback in B2B Sales" (2025). ICIS 2025 Proceedings. 18.
https://aisel.aisnet.org/icis2025/is_transformwork/is_transformwork/18
Self-Set Goals and Sales Performance: A Field Experiment on Goal Setting and CRM-Enabled Feedback in B2B Sales
Digital feedback tools are increasingly relevant in the workplace, yet many recent advances lack features that genuinely enhance employee motivation, particularly in sales environments where individual performance directly shapes organizational outcomes. Drawing on goal-setting theory, this study investigates how self-set goals and adaptive, CRM-informed feedback influence salespeople’s performance in a B2B context. To this end, we propose a six-month field study within a B2B organization in which we enable employees to set, monitor, and adjust personal goals and provide them with data-driven feedback. With that, our research aims to contribute to the literature on goal setting, feedback, and motivational technologies in the workplace. Practically, our findings seek to guide organizations in designing IS-enabled interventions that enhance salesperson engagement and improve overall performance.
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