TITLE

A THREE-STAGE MODEL FOR ASSESSING AND IMPROVING SALES FORCE TRAINING AND DEVELOPMENT

AUTHOR(S)
Attia, Ashraf M.; Honeycutt Jr., Earl D.; Leach, Mark P.
PUB. DATE
June 2005
SOURCE
Journal of Personal Selling & Sales Management;Summer2005, Vol. 25 Issue 3, p253
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This paper extends the growing body of research in the area of sales training evaluation by proposing a three-stage model that allows sales managers to determine: (1) training needs for salespersons; (2) training impact on trainees; and (3) training impact on the firm. When all three assessment stages are utilized to plan and evaluate sales training, sales managers can plan training interventions that are aligned with the firm's strategic focus, identify training failures, make continuous improvements, and compute the value of training. As a result, the proposed model offers both sales managers and academicians with a simplified, yet comprehensive, tool for making training assessment decisions. The paper also provides implications for sales managers, discusses assessment research challenges, and proposes a future research agenda.
ACCESSION #
18617605

 

Related Articles

  • Barriers to Appropriate Sales Training. Lambert, Brian // T+D;Jun2010, Vol. 64 Issue 6, p22 

    This article discusses some of the roadblocks to proper sales training. Many sales trainers and managers, sales executives, and salespeople believe that time constraints are the biggest problem and that measuring the success of a training course is the second most common challenge to overcome....

  • THE ROLE OF SELF-REGULATION TRAINING IN DEVELOPING THE MOTIVATION MANAGEMENT CAPABILITIES OF SALESPEOPLE. Leach, Mark P.; Liu, Annie H.; Johnston, Wesley J. // Journal of Personal Selling & Sales Management;Summer2005, Vol. 25 Issue 3, p269 

    Time management, goal setting, goal attainment strategies, prioritization techniques! These are some of the self-regulation skills that today's sales organizations are attempting to develop in a sales force through self-regulation training. This study empirically investigates self-regulation...

  • Sales Training in the Sales Cycle. Lippman, Allen J. // Training & Development Journal;Feb86, Vol. 40 Issue 2, p56 

    Focuses on tailoring a sales training to the company' sales cycle, products and services. Definitions of selling; Stages; Options for designing a sales training program.

  • If Your Sales Staff Can't Explain it, They Probably Can't Sell it. Bredau, Joe // Musical Merchandise Review;Sep2010, Vol. 169 Issue 9, p64 

    The article presents several advises on training sales representatives on products they are selling. According to the author, a product-training program that address issues like training schedule, focus of the training and sales techniques are the best way to equip the sales people. He adds that...

  • Half Life of Sales Training.  // American Salesman;Jan2004, Vol. 49 Issue 1, p23 

    States that participants in sales training forget half of what they learn in five weeks according to a survey by Sales Performance International. Median of a training's half life; Infrequent actions taken by sales managers; Ways to enforce new sales skills.

  • Some Assumptions about the Effectiveness of Sales Training. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Summer96, Vol. 16 Issue 3, p67 

    Many companies make substantial investments in training their sales personnel. A key question, however, is what factors are related to the effectiveness of sales training? Sales management writers, as well as sales trainers and managers, seemingly hold certain assumptions about what variables...

  • FIVE WAYS TO BOOST REVENUE. HARNISH, VERNE // Fortune;9/16/2013, Vol. 168 Issue 5, p45 

    The article offers suggestions for businesses on how to increase revenue from sales, discussing topics including the coaching role of sales managers, targeting the most important customers, and obtaining referrals from existing customers.

  • FIVE WAYS TO BOOST REVENUE. HARNISH, VERNE // Fortune International (Europe);9/16/2013, Vol. 168 Issue 5, p45 

    The article offers suggestions for businesses on how to increase revenue from sales, discussing topics including the coaching role of sales managers, targeting the most important customers, and obtaining referrals from existing customers.

  • FIVE WAYS TO BOOST REVENUE. HARNISH, VERNE // Fortune International (Asia);9/16/2013, Vol. 168 Issue 5, p45 

    The article offers suggestions for businesses on how to increase revenue from sales, discussing topics including the coaching role of sales managers, targeting the most important customers, and obtaining referrals from existing customers.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics