The state of sales training
By Elizabeth Eyre (November 2006 Issue)
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In September, Training Journal, in conjunction with sales training provider Imparta, invited a group of learning and development professionals to a special lunch at a top London restaurant, to discuss the state of sales training, now and in the future. Elizabeth Eyre recaps what was said
Getting the most out of sales training is a thorny problem. Sales people are notoriously cynical and hard to engage – ‘what’s in it for me’ seems to be tattooed on their foreheads – and not all of them want to inhabit the touchy-feely world of modern consultative selling. They’re activists, mainly driven by bonuses, and they just want to sell, sell, sell!
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