The Power of the Pyramid

ASTD research shows that U.S. businesses spend approximately $15 billion per year on sales training. Further research reveals that although companies spend an average of $2,000 per year on training for each salesperson, those same salespeople find the training ineffective or less than useful.

Even if they're receiving great training, salespeople say that the organizational context in which they work—defined by a lack of management support and an unproductive focus on short-term result