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  • August 9, 2022
  • Article
  • TrainingIndustry.com

Preparing Sales for a Changing Economy: Part 1

By: Frank V. Cespedes
  • Format:Electronic
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Abstract

Companies spend more per capita on sales training than any other function, but the return on investment is disappointing. One recent estimate indicates “that 85-90% of sales training fails to translate into a lasting improvement in productivity.” A major reason is altered business-development requirements in a changing economy. This article outlines some key changes and the implications. A second article discusses ways that engagement between Sales and L&D professionals, complemented by smart use of new tech tools, can improve training ROI in this core business function.

Keywords

Return On Investment; Sales; Training

Citation

Cespedes, Frank V. "Preparing Sales for a Changing Economy: Part 1." TrainingIndustry.com (August 9, 2022).
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • January 2023 (Revised January 2023)
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    Belden and Digital Transformation: From Product Sales to Solutions Sales

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    • November 15, 2022
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    Using Simulations to Upskill Employees

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    • October 2022 (Revised December 2022)
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    Aphro Beverages

    By: Frank V. Cespedes and Amram Migdal
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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