Author: Leo Lucas

Published October 2004 • Download file size: 1.5 MB • 108 pages • $495

How can you get real business results from sales training?

Sending salespeople away for off-site training sessions can be expensive, especially considering that sales positions typically have a high turn-over rate. In the past, success stories about sales training have been few and far between, but a new resource has emerged that cuts through the barriers and points the way toward effective and affordable sales training solutions.

We took an in-depth look at the sales training programs of leaders in different industries, including Avon, Canon USA, Century 21, Cingular, Gallo, Saab, and Wyeth. These companies found ways to use sales training to increase sales, increase customer satisfaction, increase selling time, and get more value from their investment in training.

Each of the study participants faced similar problems. New employees needed immediate access to training. Training had to be integrated with the job to maximize selling time and effectiveness. Salespeople had to learn how to sell new products and services. While it took time and hard work to solve these problems, there are some valuable lessons from these experiences that you can learn and apply to your own sales training initiative.

This 100+ page report digs deep to give you a complete understanding of the challenges in sales training. You will learn why these companies launched new sales training programs, the alternatives they considered, and how they designed and implemented their new programs. The report provides depth so you can get valuable insights to use in your own sales training program.

The report profiles companies with substantial differences. The companies are from different industries. They use different distribution methods, and they sell different types of products and services. By analyzing the sales training methods used in such different companies, we were able to find the methods most likely to work for all companies.

Find out how these solutions can work for you in your organization's initiatives with these in-depth case studies of sales training best practices.

This report provides an in-depth analysis of the sales training best practices used by six industry-leading companies to improve the selling skills of their sales forces.

• Chief learning officer: See how these companies link sales training to business objectives. Review the business and training measures.

• Training managers: Get real world examples of how leading companies plan and execute a sales training program, including working with organizations, selecting vendors, managing the team, creating blended learning, and delivering results.

• HR managers: See how these companies got real business results by providing an integrated program of training performance support and management supervision.

• Sales managers: Find new ways to structure your sales training to get the results you want.

• Vendors: Get a deeper understanding of the needs of sales training managers. See the real world reasons they select one vendor over another.