The Thought Leadership on the Sales Profession Conference

Track 1: Motivating the Sales Force

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What Really Matters to Sales Executives?

– Paolo Guenzi

Career Strategies in Sales Organizations

– Alireza Keshavarz, Francis Kramarz, Dominique Rouziès, Michael Segalla, and Bertrand Quelin

When Managers Misjudge the Abilities of their Salespeople: Devaluing Mr. Brilliant and Overvaluing Mr. Mediocre

– Harish Sujan and David Silvera

A PDF version of this session’s PowerPoint deck is available here.

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