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 ...