Customers have become more knowledgeable about products and more reliant on social media, and sales representatives are doomed to fall behind if they don't keep up with these changes, writes Steve Loftness. The human resources department can help address this problem in several ways, such as by communicating about the changing nature of the market and creating development plans to help salespeople learn new skills, he writes.
Are your salespeople keeping pace with the changing market?
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