Quality Management Journal

Quality Management in Sales: Bridging Operations Excellence with Revenue Generation

The integration of quality management principles into sales operations represents a critical yet underexplored area in both research and practice. This special issue aims to examine how quality management frameworks, methodologies, and tools can enhance sales effectiveness, efficiency, and customer satisfaction.

Key Topics Include:

• Integration of quality management systems into sales processes and their impact on performance outcomes
• Development and validation of quality metrics specific to sales operations
• Application of Six Sigma, Lean, and other quality improvement methodologies in sales contexts
• Quality management in digital sales transformation and automation
• Customer experience quality management in sales interactions
• Sales force quality training and development programs
• Quality control in sales pipeline management and forecasting
• Cross-functional quality alignment between sales and other departments
• Risk management and quality assurance in sales operations
• Measuring and improving sales service quality

Research Scope:

This special issue welcomes empirical research, theoretical frameworks, case studies, and systematic literature reviews that advance our understanding of quality management in sales contexts. We particularly encourage:

• Studies examining the implementation and effectiveness of quality management systems in sales organizations
• Research on quality metrics and performance measurement in sales
• Investigation of quality-driven sales process optimization
• Analysis of quality management's impact on sales productivity and customer satisfaction
• Cross-cultural studies of sales quality management practices
• Research on technology-enabled quality management in sales operations

Expected Contributions:

Papers should make significant theoretical and practical contributions to understanding how quality management principles can be effectively applied in sales contexts.

Manuscripts should:

• Address gaps in current knowledge about quality management in sales
• Provide empirical evidence or theoretical frameworks that advance the field
• Offer practical insights for sales managers and quality professionals
• Consider both B2B and B2C sales contexts where appropriate