How to Create a Sales Training Program

Author: William J. Roswel
Publisher:
Publish Date: 2003-10-01
Features: How should companies manage the training and development of professional sales staff? The purpose of this book is to answer this question. The case studies, lessons learned, and suggested training activities are provided by successful professional salespeople, allowing readers to gain a deep understanding of performance improvement in their sales departments. For sales leaders, HR specialists, frontline managers, and others responsible for developing internal sales training courses and programs, this book provides a roadmap for professional salespeople in our industry—such as manufacturing, healthcare, and services—to develop, implement, and maintain internal courses. We collected information from experienced professional salespeople through interviews or surveys and supplemented the content based on the author's personal experience and participation in various sales training consulting projects.