Research Brief: Salesperson Development Priorities

Mar 29, 2017

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Two questions underlie every firm’s efforts to build a successful sales force: “What qualities make salespeople successful?” and “How do we develop these qualities?” This research identifies how organizations answer these two fundamental questions. Most importantly, it investigates the alignment between management’s priorities (suggested by the first question), and the training investments organizations make in salespeople (in response to the second).  
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