Track 1: Motivating the Sales Force

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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