What Kind of Feedback Design is Best for the Next Generation of Salespeople?

19 May 2022


A critical issue in sales performance management is how to best use performance feedback. Important for directing salesperson behavior, performance feedback also profoundly impacts salesperson motivation. Generation Z's arrival in the salesforce heralds a new wave of younger salespeople, with distinct characteristics, values, and preferences related to how they respond to performance feedback. Exploring these preferences and their responses to feedback is the topic of

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