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, or 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.
This research explores how organizations facilitate salesperson knowledge and skill development in the face of frequently changing requirements. It identifies emerging trends in salesperson knowledge management, learning and development, and coaching delivery.