Do You Really Know Who Your Best Sales People are?
Posted: 8 Jun 2011
Date Written: December 1, 2010
Despite the many millions of dollars put into sales training every year - when it comes to observing the actual behaviors we know virtually nothing about what is put into practice. In this ground breaking study we examine the actual behaviors of 800 sales people in live sales meetings and identify 8 types of sales person. The vast majority of which wildly under perform.
Keywords: sales, sales management, sales behaviors
JEL Classification: M3
Suggested Citation: Suggested Citation