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.
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