Emerging Practices in Sales Training and Development

24 June 2019


Many sales organizations are changing how their salespeople learn and develop skills. These changes may build upon past training methods, or, as in some firms, represent bold new departures from conventional approaches to salesperson learning and development (L&D).

This research surveys these developments, identifying current practice and emerging trends. It examines how firms allocate investments in salesperson training, and projects how investment levels and allocations across various approaches are likely to change in the future. For a range of sales L&D approaches, the research quantifies importance ratings, firm effectiveness, and correlation with firm sales performance and overall training effectiveness.

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.

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