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.
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