A Strategic Simulation of Different Intervention Plans to Evaluate Companies' Salespeople Developmental Intervention Decisions

Despite significant investment, companies are often unsuccessful in developing their salesforce, leading executives to question whether it is worth it to invest in salespeople development at all. Therefore, companies must identify optimal developmental intervention options and measure their effectiveness in developing new salesperson. To address this issue, we conducted a strategic simulation with different intervention plans to evaluate companies' developmental intervention decisions. Our findings suggest that there is no single intervention practice that works for all companies. However, they also suggest that companies must decide intervention plans after accurately identifying their salespeople's talent regardless of the practice they choose. Therefore, our study's overall aim is to help companies evaluate intervention solutions more accurately, while developing more effective and accountable intervention efforts to increase their overall salesforce productivity and make them sustainable