This research focuses on how business-to-business firms support sales manager development through training. It surveys the training practices in use, the training topics and managerial competencies deemed important, the effectiveness of various training approaches, and management’s priorities in improving training efforts. The research attempts to benchmark firm investment in sales manager training, and more importantly to correlate sales manager training investment with firm performance, a link helpful to organizations focused on considering training investment’s financial return.
An initial review of findings was also featured in a webcast.
