Increasingly, sales is more science than art. Ask large corporate recruiters what they want for salespeople and the answer is increasingly likely to be someone with experience, with relevant expertise, highly adaptable to change, comfortable with technology, and a high propensity to learn. “People skills”...

CSO Insights recently enjoyed a wide-ranging discussion with Haya Ajjan, Associate Professor of Management Information Systems at Elon University in North Carolina. Having earned both an MBA and a PhD in IT, Haya brings a unique perspective to her research on sales, social media and...