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STATE OF SALES TRAINING 2012

Tuesday, February 5, 2013
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The purpose of ASTD’s The State of Sales Training, 2012 is to provide insight into sales training efforts within various organizations so that members of the sales training community can tailor their programs to help each sales team member reach his or her full potential. The Study’s findings are divided into four key topics:

  • sales training personnel
  • sales training and performance
  • sales training efforts
  • expenditures

Overall, the most training hours were spent on selling skills and product information.
Some other key findings include:

  • Sales management must be prepared to lead, and demonstrate the skills they expect from their staff
  • Sales representatives have unique training needs; they need training on a more need-to-know basis
  • Sales training is most often commonly delivered in instructor-led courses, via Web 2.0 technologies (an array of applications, social media tools, and technologies), or hands-on methods.
  • Spending for sales training from respondents, in comparison to industry standards for training and development, were quite similar.

For more of the Study’s findings, the complete report and whitepaper are available on the ASTD Store. The executive summary is free to download. Please fill out this form and receive your free executive summary.

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About the Author

The Association for Talent Development (ATD) is a professional membership organization supporting those who develop the knowledge and skills of employees in organizations around the world. The ATD Staff, along with a worldwide network of volunteers work to empower professionals to develop talent in the workplace.

About the Author

ASTD Research tracks trends, informs decisions, and connects research to performance. By providing comprehensive data and insightful analysis, ASTD Research Reports help business leaders and workplace learning and performance professionals understand and more effectively respond to today's fast-paced workplace learning and development industry. Our research reports offer an empirical foundation for today's data-driven decision-makers, containing both quantitative and qualitative analysis about organizational learning, human capital management, training, and performance.

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