Originally Published on TrainingIndustry.com.

What’s the difference between top-performing companies and all the rest in terms of how they train their people to perform at the highest levels of sales and customer service? New research yields important insights that provide answers to that question.

Integrity Solutions and the Sales Management Association surveyed more than 200 sales executives and, among other questions, asked them to rate the impact on performance of a salesperson’s achievement drive – that is, their motivation, attitudes, beliefs and passions – compared to their product knowledge and selling skills.