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True or false: Salespeople hate to be judged

True or false: Salespeople hate to be judged

March 19, 2014 by

Salespeople hate getting performance appraisals. You can ask anybody. One researcher did ask. Not anybody, but actual salespeople. And the answer he got was surprising. Read on to learn how a well-crafted appraisal can actually increase job satisfaction.

The salespeople in the study were more than okay with appraisals. In fact, the research concluded that “appraisals can have a positive impact on job satisfaction.” A 1981 study found similar effects: salespeople who receive performance feedback report higher levels of job satisfaction.

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So long to sheep-dip sales training

So long to sheep-dip sales training

February 12, 2014 by

It’s often assumed that salespeople don’t like sales training. Not so, the ASTD study found: “Almost all respondents (94%) feel that sales training helps them do their job better.” What they don’t like is one-size-fits-all sales training that isn’t relevant to their immediate needs. Read on to learn what they do want from sales training programs.

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