Working Papers

How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job Training 

Michael Ahearne, Phillip Wiseman, Zachary Hall, and Seshadri Tirunillai

Aug 2, 2019

Through a quasi-field experiment, compares blended, on-the-job training programs to traditional centralized training programs for new salespeople.

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