The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them

Improve virtual selling by focusing on — and measuring — the right behaviors.

What, exactly, are the skills and behaviors that sales professionals need in a virtual world?

In 2021, ValueSelling Associates and Training Industry partnered for a research survey to explore what 464 sales leaders and sales training decision-makers thought about the behaviors necessary for high-performing individuals and teams to realize success.

In this report, we identify the key behaviors that sales professionals need to successfully sell in a virtual environment and the gaps between those desired behaviors and sales metrics.

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"Developing these essential sales skills is just one piece of the puzzle. Organizations must have effective measurement practices in place to prove the effectiveness of their sales training programs."

This ebook addresses:

  • BEST PRACTICES IN VIRTUAL SELLING ENVIRONMENTS
  • TOP SELLING BEHAVIORS THROUGHOUT THE BUYING CYCLE
  • WHAT GETS MEASURED AND HOW
  • THE GAP BETWEEN DESIRED BEHAVIORS AND SALES METRICS