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Insights and Innovations: Your Resource for Industry Knowledge

Stay informed with expert articles, tips, and trends that empower your business to thrive in a rapidly evolving landscape.

Everyone involved in developing and managing a sales team has asked themselves the nature or nurture question: are top sales professionals made or born? Do we need to recruit for innate qualities or can we cultivate the right skills and provide the right tools to build a first-class team? Based on my experience, the answer lies somewhere in the middle: someone with the right personality and spirit certainly has a head start, and everyone’s effectiveness can be enhanced by training, tools, and structure.
Everyone involved in developing and managing a sales team has asked themselves the nature or nurture question: are top sales professionals made or born? Do we need to recruit for innate qualities or can we cultivate the right skills and provide the right tools to build a first-class team? Based on my experience, the answer lies somewhere in the middle: someone with the right personality and spirit certainly has a head start, and everyone’s effectiveness can be enhanced by training, tools, and structure.

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