DePaul Center for Sales Leadership Research Update: What Drives Superior Sales Performance?

13 April 2012


Dave Hoffmeister, Executive in Residence at the DePaul Center for Sales Leadership, provides a research briefing on the important characteristics of high performance sales organizations recently identified in the Center's biennial Sales Effectiveness Survey. Conducted over a six-month period among over 3,000 firms in the US, the results of this survey indicate that only a few key organizational and operational behaviors are needed to drive high performance. Key areas such as talent, coaching, motivation, and development – combined with sales competencies, process and technology – drive superior results

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