Research Update: Investment in Salesperson Skill Development

Lisa Clark, Bob Kelly, Bob Sanders


Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change requires salespeople capable of acquiring new knowledge and skills, and adapting to fit new circumstances.


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