Motivate to Improve Salesforce Performance: The Sales Training Perspective
Abstract
Motivation drives human performance improvement. This is especially true in the field of salesforce management, since salespeople work with more job autonomy and frequently face customer rejection. In this article, I review classic sales motivation theories developed in the past decades and highlight how they have influenced contemporary sales management practices. Based on empirical research findings, I provide suggestions on how sales training...
Paper Details
Title
Motivate to Improve Salesforce Performance: The Sales Training Perspective
Published Date
Apr 1, 2015
Journal
Volume
54
Issue
4
Pages
31 - 35
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