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People
Hiring, Development, and Sales Organization
A core performance competency is selecting high-potential salespeople by understanding the behaviors necessary for success, recruiting in accord with those attributes, and training those selected. Because much development in sales is experiential learning by doing, moreover, how the sales force is organized will affect the people you need and the skills they develop. So it's also important to understand the strengths and limits of common forms of sales organization and, in the twenty-first century, how new technologies are affecting the go-to-market tasks involved in aligning strategy and sales.
The People Parts
Most managers never say it this way, but many may resonate with a comment attributed ...
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