If your salespeople aren't effective presenters, they'll never achieve their full potential, even if they're already good at selling. Which is why it's critical that you understand and monitor this ...

Cespedes, Frank V., and David Mattson. "Performance Improvement Consulting and Hi-R-Me: Making Sales Calls." Harvard Business School Case 819-043, August 2018.

Cespedes, Frank V. "Performance Improvement Consulting and Hi-R-Me: Making Sales Calls." Harvard Business School Teaching Note 821-079, March 2021.