Enable Your Growth Strategy

The results of our world class benchmarking provide several lessons to organizations about the importance of recognizing and acting on the vital connection between sales training initiatives and corporate growth strategies, as follows:

  • Sales training, because of its potential use as a growth engine, must be thought about - and measured - differently than other types of training.
  • All sales training is not created equal, and given the demands on managers and salespeople, only those training initiatives that can be directly tied to a corporate growth strategy should be chosen for complete implementation.
  • For those initiatives chosen for world class implementation, there are three imperatives:
  1. a direct connection to the company's growth strategies
  2. commitment and direct involvement of management
  3. field sales management formally measures those who report to them and are, in turn, measured by those to whom they report
  • Because neither aggregating sales stories nor measuring lagging indicators alone provide meaningful data, key leading and lagging indicators must be agreed upon before, and measured after, implementation of the initiative in order to determine both its success as an enabler of corporate growth and its real ROI.

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