Two questions underlie every firm’s efforts to build a successful sales force: “What qualities make salespeople successful?” and “How do we develop these qualities?” Our new research, conducted in partnership with the Sales Management Association and surveying more than 200 sales leaders,  identifies how organizations answer these two fundamental questions.

Most importantly, it investigates the alignment between management’s priorities and the training investments organizations make in salespeople. The results were revealing and, in some cases, surprising.