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:

Training     Best Practices Advisory Do rapid prototyping. Emphasize action learning, rather than passive learning. Recognize the advantages of individualized training. Structure training modules around actual business problems. Provide stretch experiences for salespeople. Consider using the Internet to deliver information-based training.

• 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 Capabilities/Effectiveness (C/E) Matrix, which helps determine the extent to which your current training program is producing the desired outcomes