Great Sales People Are Born, But Great Sales Forces Are Made

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, May 26, 2016

In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. Yet the fact that companies in the U.S. alone spend more than $20 billion annually (by conservative estimates) to train salespeople on products, selling skills, and territory management, demonstrates the widespread belief that you can help “make” salespeople great.


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Help Your Salespeople Spend Time on the Right Things

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Feb 29, 2016

Sales executives typically have two levers to try to increase sales: they can increase the quantity of sales effort by adding salespeople, or they can improve the quality of sales effort by investing in coaching and training.


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To Build a Great Sales Team, You Need a Great Manager

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Jul 23, 2012

If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose?


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Think Twice Before Promoting Your Best Salesperson

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Fri, Jul 06, 2012

Do the best salespeople make the best sales managers? Almost unanimously, when we ask sales leaders this question, the answer is "no." Yet paradoxically, and too often, sales leaders look for candidates among the sales ranks and select the best salesperson for the manager job. They assume that because an individual was successful in sales, that individual will be successful in management too.


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