Though effective sales training is a valuable investment, it is being cut back out of economic necessity. Given this reality and the fluctuation of company needs and competitive pressures, training roles and responsibilities, resources, contents and evaluation are likewise changing.
This study of 33 companies compares how leading companies with large field forces manage sales training of new hires and managers. Throughout the 60-slide presentation, comparisons are made between sales training management in three groups: pharmaceutical companies with U.S. operations, pharmaceutical companies with international international operations and companies in other industries -- which primarily include the manufacturing, telecommunications and financial industries.
Training leaders in all industries can use the results of this study to refine their training content and delivery, make better staffing and outsourcing decisions, more optimally allocate their resources, and measure the changes in the performance of the sales rep trainees.