As companies refocus their attention on growth, many find they are held back by the very thing that should be propelling them forward: their sales force. For too many organizations, this critical function is hampered by ineffective sales people and with the expensive drag of turnover. It’s a problem that has held the attention of executives for many years—but one that also has gone largely unsolved. The challenge has been creating a model that establishes what makes some people better at sales than others—and then supports the replication of those characteristics across the entire sales force. While many.
