Four Insights to Improve Sales Training

The Firm's Level of Emphasis on Sales Training Is a Reflection of Its Culture

Every sales force culture makes a statement about what the sales force values and what it sees as important. Cultures that value professional development and individual growth will have effective training initiatives. Sales forces that place excessive emphasis on short-term revenue generation may actually discourage salespeople from seeking development opportunities. ''What is there to learn?'' and ''I lose money every day that I am not in the field'' are comments from the field that are typical of a low-development culture.

Training initiatives designed to remedy capability gaps affect both short-term and long-term revenues. ...

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