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Research Report

2012 State of Sales Training

791206_2012 State of Sales Training
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The State of Sales Training, 2012 is an analytical study that provides insight into sales training efforts within various organizations. Companies must realize that in this age of technology, all training programs must continually evolve to stay relevant and efficient. Sales training is important to the sales profession, and provides some unique challenges for the learning and development staff. Conclusions and recommendations are provided in this report. Some conclusions include:

  • Selling skills and product training are the most common training topics.

  • Almost all staff members believe that sales training helps them do their job better, and the majority believed that this training is “very” or “somewhat” critical in helping to meet sales goals.

  • Sales team members learn differently than other professions and are most likely to learn from their peers, being formally mentored or coached, and through trial and error. This must be reflected in the trainings offered.

Book Details

  • Publication Date: January 2013

  • Formats: PDF

  • Product Code: 791206

About the Authors
ATD Research

ATD Research tracks trends, informs decisions, and connects research to performance. By providing comprehensive data and insightful analysis, ATD 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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