Solving the Sales Talent Shortage - Suzanne Fogel, David Hoffmeister, Richard Rocco, and Daniel P. Strunk - Harvard Business Review
Until quite recently, business education might have been perfectly justified in skipping over sales. The model salesperson was two parts personality and one part product knowledge. The job was to carry a bag, get a foot in the door, and talk up your offering's features and benefits. Perhaps a formal sales education couldn't add much to that. Product knowledge was unique to a company and therefore handled by internal training. People skills weren't considered teachable...
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