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  • April 2018
  • Article
  • Top Sales Magazine

Effective Sales Training: What Are the Foundational Elements?

By: Frank V. Cespedes
  • Format:Electronic
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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

Citation

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

Frank V. Cespedes

Entrepreneurial Management
→More Publications

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More from the Author
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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