TITLE

The POWER of the Pyramid

AUTHOR(S)
Salopek, Jennifer J.
PUB. DATE
May 2009
SOURCE
T+D;May2009, Vol. 63 Issue 5, p70
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article discusses the World-Class Sales Competency Model for sales training, designed to improve sales team performance. It is said that the average salesperson receives some $2,000 a year in training, yet most characterize their training as ineffective or useless. In some cases, a management focus on short-term results is blamed for preventing the implementation of the training. Tony Bingham, the president and chief executive officer of the American Society for Training and Development, is quoted discussing methods for helping sales team members develop usable, effective skills.
ACCESSION #
39259770

 

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