Updating Training and Development for Success—A Four-Step Process

Every training program should undergo a review at least once every three or four years. The knowledge and skill capabilities of the sales force may need to be updated to meet revised customer needs and a revised selling process as selling environments change. The four-step process in Figure 7-9 can be used to guide the review and revision of the sales training program.

Figure 7-9. A Training and Development Review.

Step 1: Training Outcome Assessment

In the first step, training program outcomes are evaluated. This step requires four activities. These activities parallel the flow ...

Get The Complete Guide to Accelerating Sales Force Performance now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.