Sales training – 3 ways to maximize your investment

SD tribuneSuccess in Sales – this article appeared yesterday in the San Diego Union Tribune. The article delves into how sales training has changed over the past several years.

In the article you’ll read several points shared by Dick Ruff on what to do to make sure your sales training is successful.  Here are some of Dick’s key points about reinforcing sales training:

  • What’s done before and after sales training is as important as the sales training itself.
  • Sales training must also be customized to specific challenges the company is facing. An instructor who runs through a PowerPoint presentation and only lectures usually isn’t effective.
  • Sales training must also be reinforced after it occurs. Research shows if training is not reinforced, 87 percent of skills developed from training will be lost after three months.

To read the whole article – click here.


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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