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Measuring the Success of Sales Training by Patricia Pulliam Phillips, Jack J. Phillips

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1 The Opportunity

MEASURING ROI IN SALES TRAINING: THE BASICS

What Are Sales Training and Sales Enablement?

The term sales has a far-reaching scope that goes well beyond car salesmen, department store clerks, or bank tellers. Sales professions have become prominent in a vast number of industries, spanning both the private and public sectors. Almost everyone has a product or service to sell.

More and more, companies are recognizing that sales is a profession, and thus an increased emphasis on sales training is imperative. All true professions have competencies and competency models to identify key knowledge, skills, and abilities (KSA). When KSAs are identified, hiring profiles are created, sales training curriculums are created that teach and ...

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