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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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  • How Managers Can Build a Culture of Experimentation By: Frank V. Cespedes and Neil Hoyne
  • Avoid a One-Size-Fits-All Approach to Sales Coaching By: Frank V. Cespedes
  • Improving Sales Hiring By: Frank V. Cespedes
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