Consulting Edge: How Sales Management Training is a Difference Maker

How insights from behavioural economics can help solve thorny social issues
Consulting Edge: How Sales Management Training is a Difference Maker

Management consulting is a tough business, with assorted risk and change management challenges to contend with. As a growing number of young people aspire to work in the field, they will need to be equipped with the right skills to succeed, specifically the people skills common among the best sales professionals: knowing how to nurture relationships and work well as part of a team. 

In this discussion paper, Jim Hamilton of Smith School of Business shows how sales management training teaches aspiring consultants how to understand what their clients need in order to better support them, as well as how to ask the right questions and listen effectively so they are not missing valuable information as it slips by. A number of Smith School of Business graduates discuss how they apply sales management training to further their careers and serve their clients. 

Smith School of Business

Goodes Hall, Queen's University
Kingston, Ontario
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