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Topics: Benefits Realization, Business Case, Knowledge Management, Lessons Learned

Correlaton between product knowledge (by sales reps) and sales KPI

Network:181

Isidro Rodriguez Urena
Sr. Project Manager, Philips
Vilassar de Mar, Barcelona, Spain

Hi all,

I working on a project initiative revolving around the knowledge that sales reps have on products and the impact of this knowledge to sales performance.

I am interested to learn if anyone had any experiences in similar projects, and if you managed to identify correlation between KPIs and product knowledge by sales reps, and/or any benchmarking data related to this subject.

Looking forward to hearing your thoughts!

Posted: Oct 17, 2016 7:58 AM

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Stéphane Parent
Self Employed / Semi-retired, Leader Maker
, PRINCE EDWARD ISLAND, Canada

I would venture to say that effective sales has very little correlation to product knowledge. Most of the good salespeople I know can sell just about anything you ask them to sell.

Posted: Oct 17, 2016 8:48 AM