O'Reilly logo

How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER 25

Learning and Development

At a recent corporate management meeting, tension was palpable. The company’s president was angry, and it was clear that someone was about to catch hell.

“I don’t care whether you call this training, learning, or a development program,” he said to his top sales executives, “this week-long program you insisted on fell on its face—and these charts prove it.”

Sales charts were flashed onto the slide screen, and the president was in no way disposed toward understatement in pointing out the source of his displeasure. Despite an extensive and costly countrywide sales learning program for which salespeople had been taken out of the field for a full week, the charts showed only a modest initial sales increase, which ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required