Publications
Publications
- August 9, 2022
- TrainingIndustry.com
Preparing Sales for a Changing Economy: Part 1
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
Citation
Cespedes, Frank V. "Preparing Sales for a Changing Economy: Part 1." TrainingIndustry.com (August 9, 2022).