The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them

Research & eBook

“Developing these essential sales skills is just one piece of the puzzle. Organizations must have effective measurement practices in place to prove the effectiveness of their sales training programs.”

What, exactly, are the skills and behaviors that sales professionals need in a virtual world?In 2021, ValueSelling Associates and Training Industry partnered for a research survey to explore what 464 sales leaders and sales training decision-makers thought about the behaviors necessary for high-performing individuals and teams to realize success. In this report, we identify the key behaviors that sales professionals need to successfully sell in a virtual environment and the gaps between those desired behaviors and sales metrics.

This ebook addresses:

BEST PRACTICES IN VIRTUAL SELLING ENVIRONMENTS
TOP SELLING BEHAVIORS THROUGHOUT THE BUYING CYCLE
WHAT GETS MEASURED AND HOW
THE GAP BETWEEN DESIRED BEHAVIORS AND SALES METRICS

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