Low-cost, evidence-based tips for improving new-hire performance and retention.
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In our experience, we consistently find that companies spend too much of their time during new salespeople's initial face-to-face training focusing on product and industry knowledge at the expense of selling processes and methods. When probed, many managers respond that they believe their salespeople will be able to fine-tune these selling methods in the field.
Seemingly, they believe that the complexities of in
