This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as "sales enablement".
Key topics encompassed in the research include identifying management priorities and organizational accountability for salesperson learning and development; and identifying how firms apportion responsibility for training between sales and sales support functions, including sales management, HR, learning and development, and sales operations.
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Research Brief
Core findings and selected exhibits
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