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Training Strategies To Improve Salesperson Confidence And Production, William B. Bronson
Training Strategies To Improve Salesperson Confidence And Production, William B. Bronson
Walden Dissertations and Doctoral Studies
Many sales leaders need strategies to improve the productivity and confidence of their sales personnel. Ineffective sales training programs cost organizations billions of dollars in annual revenue and profits. Grounded in adaptive leadership theory, the purpose of this qualitative mini-ethnographic multiple-case study was to explore successful strategies used by sales leaders that combine and balance virtual and online resources with traditional face-to-face training methods to increase the productivity and confidence of sales personnel. Data were collected by interviewing eight salespeople and two sales managers spanning two Texas insurance companies and reviewing company documents. Data were analyzed using Yin’s five-step process …
Training Strategies To Improve Salesperson Confidence And Production, William B. Bronson
Training Strategies To Improve Salesperson Confidence And Production, William B. Bronson
Walden Dissertations and Doctoral Studies
Many sales leaders need strategies to improve the productivity and confidence of their sales personnel. Ineffective sales training programs cost organizations billions of dollars in annual revenue and profits. Grounded in adaptive leadership theory, the purpose of this qualitative mini-ethnographic multiple-case study was to explore successful strategies used by sales leaders that combine and balance virtual and online resources with traditional face-to-face training methods to increase the productivity and confidence of sales personnel. Data were collected by interviewing eight salespeople and two sales managers spanning two Texas insurance companies and reviewing company documents. Data were analyzed using Yin’s five-step process …