The POWER of the Pyramid

Salopek, Jennifer J.
May 2009
T+D;May2009, Vol. 63 Issue 5, p70
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.


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