Research First Look: Emerging Practices in Sales Learning and Development

23 April 2019

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Many sales organizations are changing how salespeople learn and develop skills, by adapting conventional training methods (classroom training, for example), but also by incorporating bold new approaches. This webcast provides our first look at recently concluded research on this topic.

The research surveys a broad range of sales training practices, and examines how firms allocate current training investments, and how their investments are expected to change. The research quantifies management's importance ratings for training objectives, and firm effectiveness in a wide variety of training practices, while correlating training practices with firm sales performance.

In this webcast we share our first look at research findings, and provide commentary on how practitioners should interpret and apply research outcomes. Topics include:

  • Management's training investment priorities
  • Key gaps and challenges in realizing desired training outcomes
  • Projections on how training investments are likely to change over the next three to five years
  • Quantified impact of best practice training approaches on firm sales performance.
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Other resources available related to this research


Research Brief

Core findings and selected exhibits


Companion Exhibits

A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.


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