{
  "title": "Does sales training improve sales?",
  "url": "https://www.shr.swiss/blog/former-les-commerciaux-cela-paie-t-il-en",
  "language": "en",
  "datePublished": "2025-09-19",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "High heterogeneity.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Basel",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The research",
      "point": "Verbeke, Dietz and Verwaal (2011, JAMS) find selling knowledge and skills among the strongest predictors of performance.."
    },
    {
      "heading": "The limit",
      "point": "High heterogeneity."
    },
    {
      "heading": "Practical check in Basel",
      "point": "Measure a specific behaviour, such as discovery questions, before revenue."
    }
  ],
  "sources": [
    {
      "authors": "Dietz and Verwaal",
      "year": "2011",
      "source": "JAMS"
    }
  ],
  "wordCount": 68,
  "image": "https://www.shr.swiss/img/blog-editorial-2025-09-19-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/former-les-commerciaux-cela-paie-t-il",
    "en": "https://www.shr.swiss/blog/former-les-commerciaux-cela-paie-t-il-en",
    "de": "https://www.shr.swiss/blog/former-les-commerciaux-cela-paie-t-il-de",
    "it": "https://www.shr.swiss/blog/former-les-commerciaux-cela-paie-t-il-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/bale",
    "city": "https://www.shr.swiss/formations-ville/bale",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}