A Benchmarking Research on Effective Sales Training Methods
- Large organisations annually invest large amounts of money into training and training delivery tools, however, the return from these investments is very low. This study tackles the question that arose after the realization that on a mean curve, the under performing and mediocre performing sales reps take up the majority, yet the excelling sales reps are just but a small population at the end. The question is then, why doe the sales reps that receive the same tools and same training perform extremely differently? To tackle this conundrum, four main models were included in the research.
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