| Abstract: | Time management, goal setting, goal attainment strategies, prioritization techniques! These are some of the self-regulation skills that today’s sales organizations are attempting to develop in a sales force through self-regulation training. This study empirically investigates self-regulation training and how it can facilitate salesperson performance. Findings suggest that self-regulatory training can enhance salesperson self-regulation capabilities, decrease role ambiguity, and thereby aid sales performance. Furthermore, our findings suggest that the value of self-regulation training may not be uniform across all sales trainees. Specifically, self-regulation training may be more beneficial to salespeople after they have developed a level of mastery over fundamental core selling capabilities. |
