Sales forces face a significant challenge in keeping their salespeople well trained and up to date. This research examines how sales organizations approach this challenge, and how the best organizations do so differently than others. It identifies a range of practices related to salesperson learning and development (L&D), including the amount of time invested in L&D activities, the modes of delivering training and other content, and the effectiveness of various approaches. The research examines two perspectives – that of management as well as salespeople themselves, for the purpose of identifying differences in their points of view and potential management blind spots.
Resources available on this research
Research First Look
Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.
Full Research Report
A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.
Companion Exhibits
A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.
