TRAINING


Quick Guide to Selecting a Sales Training Provider


HENRY CANADAY


While training salespeople is an essential task of any sales organization, few companies can do it all in-house. Therefore, finding and choosing a training provider is one of the most important decisions any sales exec will make.


24 | JANUARY 2019 SELLING POWER © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


The stakes are huge. On the cost side, training requires downtime from sales reps and expenses for courses, travel, and other needs. Senior reps often resent unneces- sary or badly tailored training, which can damage sales morale and discourage younger sales- people. And the whole point of training is to increase revenue and profit. If it does not do that significantly and durably, the whole training exercise is worse than wasted.


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