Publications
Publications
- Learning Solutions
How Real Sales Learning Happens: In the Flow of Work
By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
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
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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