Optimizing your sales training investment

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs.  The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.

The authors made the following observation about how to get more out of sales training programs: “Although it could be improved, the content of the training is not where the improvement is most needed” – “The most significant improvements lie in rethinking the mind-sets that employees and leaders bring to the training, as well as the environment they come back to.  These are tasks that only senior leaders can take on.”  We think there are several implications – we’ve posted them on trainingindustry.com.

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©2011 Sales Horizons, LLC

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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