Training By Numbers

What Constitutes a Good sales training program? It's all in the mix.

“The most effective sales training combines on-the-job coaching, classroom training, and self-directed education,” says Kristen Smithwick, manager of membership services, Best Practices LLC, a Chapel Hill, N.C. — based research firm. She suggests mixing instructor-led training with experiential activities such as role playing, games, and live or online simulations to help salespeople retain the concepts and sk

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