Chapter 7. Training the Sales Force
The purpose of sales training is to make salespeople successful— continuously successful. A good selling organization provides its salespeople with the opportunity to develop the competencies they need if they are to succeed.
This chapter will help you:
Recognize environmental changes that can threaten salesperson competency and create capability gaps
Design better training programs by providing numerous sales training insights and specific, practical ideas for enhancing a sales training program
Conduct a four-step review of your sales training program, including the use of the Capabilities/Effectiveness (C/E) Matrix, which helps determine the extent to which your current training program is producing the desired ...
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