Viewing Posts for: Mark Huber

May 15th, 2015

Do You Know What Ensures the Greatest Payoff from Sales Training Program Investments?

sales training program

Do You Know What Ensures the Greatest Payoff from Sales Training Investments? (The Answer Will Most Likely Surprise You.)

In a comprehensive survey of research and literature conducted more than 25 years ago, it was determined that there was a growing recognition of a “transfer problem” in corporate training and development. Specifically, in 1990, research analysts estimated that while companies around the world spent approximately $50 billion on training and development, no more than 10% of those expenditures actually result in transfer to the job.

Fast forward 25 years later, and the emerging trends of research on training transfer continue to reflect similar evidence that is just as sobering. Even though global spend to improve corporate performance has doubled over the past 25 years to more than $100 billion, analysts now estimate that, on average , less than 50% of program content is transferred to the work environment immediately after training, less than about 20% is being used at the end of 30 days, and only 10% of expenditures for training ever result in observable behavior change on the job.

So what haven’t we learned… yet?

Given how important skilled salespeople must be for an organization to continually achieve desired business results, we need to understand how to resolve the 25+ year old transfer problem and ensure the greatest payoff from our organization’s sales training program investment.

Researchers determined that there were three key roles acting to make training » Continue Reading.

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