Research Update: Salesperson Development Priorities

Mike Esterday, Bob Kelly, Bruce Wedderburn

 

Join us for a first look at recently concluded research on how firms develop salespeople, the value sales leaders place on specific salesperson characteristics, and how well actual sales training and development activities align with those values. The research defines how companies answer the question, “What makes an effective salesperson?” and also “How do we develop effective salespeople?” Specific areas of inquiry include salesperson knowledge a(...)

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