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Research 2025-09-15 High-Value Selling Geneva

What drives salesperson performance?

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What drives salesperson performance? — SHR, Geneva
What drives salesperson performance? — SHR, Geneva

What drives salesperson performance? — what studies show, and what they don't.

The research

Churchill et al. (1985, Journal of Marketing Research) find skills, role perceptions and motivation matter more than personal traits.

The limit

Each factor explains limited variance. (our executive and employee training programmes)

What drives salesperson performance? — SHR, Geneva — Genève
What drives salesperson performance? — SHR, Geneva — Genève

Practical check in Geneva

Check each salesperson's understanding of priorities before judging motivation. To go further: explore the High-Value Selling training in Geneva, or browse our executive and employee training programmes in Switzerland.

In pictures: High-Value Selling in Geneva

High-Value Selling training in Geneva — in practice
High-Value Selling training in Geneva — in practice
High-Value Selling training in Geneva — hands-on workshop
High-Value Selling training in Geneva — hands-on workshop
High-Value Selling training in Geneva — on the ground
High-Value Selling training in Geneva — on the ground

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