Learning by Blogging: Understanding Salespeople´s Learning Experiences on Social Media

We examined 200 salespeople´s blogs using netnography method. Drawing on social learning theory and real salespeople´s blogs, we illustrate how and why sales people can learn by using blogging, both reading and writing. For example, blogging, writing and reading blogs, can keep salespeople networked with their peers within and across industries and help salespeople learn a greater variety of things from their peers. Our findings illustrate that writing and reading blogs can be a helpful learning tool for many salespeople. Our findings also suggest that companies should not ignore blogging as a sales training tool. In addition, Information Systems and Sales should not ignore netnography as a research method. We conclude our paper with avenues for future research.