During the past 15 years, many companies have shifted from a traditional sales model featuring individual sales

representatives to a team-based selling approach (Moon and Armstrong 1994). Conversely, there is a substantial body of literature on the factors influencing the performance and effectiveness of individual salespeople (e.g., Churchill et al. 1985). This research stream has provided valuable insights and findings, some of which might also hold true at the team level (e.g., the positive link between sales effort and performance). This might suggest that the positive relationship between goal setting and performance should be stronger for teams Mohammed and Dumville (2001) argue that when team members have a shared mental model of how to perform their task based on a common organization and understanding of task relevant information, team performance is greater because communication and coordination is greater