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How Real Sales Learning Happens: In the Flow of Work

By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
  • Format:Electronic
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Abstract

Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the trainer lacks the credibility of successful peers. This article explains how companies are augmenting their training practices via new tools that provide information when and where reps will use it and, as by-products, improving hiring, onboarding, best-practice dissemination, and performance management as well as selling skills.

Keywords

Sales; Learning; Training; Performance

Citation

Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

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More from the Authors
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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