December 5, 2025Marketing Management JournalOpen Access

Train Your Salespeople to Be Skilled Actors: A Mantra for Success

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Key findings indicate self-evaluation in sales practices leads to better performance.
Notable evidence suggests improved sales through enhanced self-evaluation methods.
Observational analysis across various sales programs highlights the importance of acting in sales training.
These insights may enable businesses to implement effective sales training programs tailored for various experience levels.

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Exploratory analysis suggests self-evaluation can enhance sales skills in salespeople, improving performance.

Borna et al. (2011) studied this question.

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