Effective Sales Training: What Are the Foundational Elements?

Frank V. Cespedes

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Article | Top Sales Magazine | April 2018

Effective Sales Training: What Are the Foundational Elements?

by Frank V. Cespedes

Abstract

Across industries, turnover in sales positions averages about 25–30% annually. This means that, at many firms, the equivalent of the entire sales force must be replaced and trained every four years or so. No other function has an ongoing talent management task of that magnitude. Yet, in a given year, over a third of firms do not train salespeople at all, and others budget and manage training initiatives in ways that make it difficult to determine cause and effect. This article discusses four components of effective sales training and the implications for sales trainers, sales managers, and senior leaders.

Keywords: Salesforce Management; Training;

Format: Electronic

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Citation:

Cespedes, Frank V. "Effective Sales Training: What Are the Foundational Elements?" Top Sales Magazine (April 2018), 22–23.

About the Author

Frank V. Cespedes

MBA Class of 1973 Senior Lecturer of Business Administration

Entrepreneurial Management

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Effective Sales Training: What Are the Foundational Elements?

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