Items Tagged with 'Andris A. Zoltners'

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Wider World of Business

Great Salespeople Are Born, but Great Sales Forces Are Made

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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