Characteristics of a successful salesperson: Valid measurements of performance | The Oxford Review - OR Briefings

Characteristics of a successful salesperson: Valid measurements of performance

Research Briefing

Keywords: organisational development, sales, sales effectiveness, sales people performance, sales performance, salesperson measurement

In many organisations one of the central functions is sales. No sales, no business. Business and consumer buying behaviour has changed significantly over the years, particularly with the advent of the internet, e-commerce and other sales routes. As a result of this change in buying landscape, and with modern hypercompetitive and increasingly complex business environments, the question arises as to whether the current measures and descriptions of what constitutes an effective salesperson are still valid.

This research briefing gives you the entire lowdown on the characteristics of a successful sales person and is essential reading for anyone involved in sales management, developing sales capability in organisations or involved in sales person development.

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