Published on October 22, 2008
1 Goldstein, I. Training in Organizations, Pacific Grove CA, Brooks Cole Publishing Company 1993 2 Wilson, P., Strutton, D. Farris II, M. Investigating the perceptual Aspect of Sales Training, The Journal of Professional Selling and Sales Management Spring 2002
Function/Program Pct of Training Expenditures Total Expenditures Professional/Industry-Specific 15% $ 8,775,000,000 Management/Supervisory 15% $ 8,775,000,000 Mandatory Compliance 13% $ 7,605,000,000 Sales 13% $ 7,605,000,000 IT Systems 11% $ 6,435,000,000 Customer Service 9% $ 5,265,000,000 Sinterpersonal Skills 9% $ 5,265,000,000 Desltpp Applications 8% $ 4,680,000,000 Executive Development 6% $ 3,510,000,000 Total (rounded) 99% $ 57,915,000,000
INCREASING EFFECTIVENESS – 44% REDUCING COSTS – 29% MEASURING IMPACT – 28%
Motivation to Learn Locus of Control Cognitive Ability Perceived Utility/Value Self Efficacy Motivation to Transfer Pre-Training Motivation Intrinsic/Extrinsic Motivation Anxiety/Negative Affectivity Conscientious-ness Openness to Experience Extraversion Career Planning Organizational Commitment Yet-to-be-Named Characteristics RESEARCH NEEDED TO CLARIFY/BUILD FINDINGS MIXED SUPPORT OF RELATIONSHIP STRONG OR MODERATE RELATIONSHIP W/TRANSFER Motivation to Learn Motivation to Transfer Extraversion Locus of Control Intrinsic/Extrinsic Motivation Conscientious-ness Cognitive Ability Perceived Utility/Value Pre-Training Motivation Anxiety/Negative Affectivity Openness to Experience Career Planning Organizational Commitment Self Efficacy Yet-to-be-Named Characteristics
CALCULATING THE RETURN ON INVESTMENT (ROI) IN TRAINING: ... are there more sales as a result of a sales training ... that there is no time to calculate ROI.
training ROI systematically and rigorously in order ... No more than a restatement of Level 4 results ... Sales & Profitability
... The True Implications for the IT industry Prabal Basu Roy. ... training and development ... If there is no talent, ...
... sales, and technical training, ... gauge the benefits of intangible training programs is more ... recently conducted by the ROI ...
Definition. An oxymoron is a ... "No light but rather ... which is more cerebral than visceral, ...
Referral Sales Training: ... An actual step-by-step process you implement immediately yourself or roll out across your entire sales force. The No More ...
Alinean develops value marketing and selling tools, ... longer sales cycles and more discounting. ... Value Sales Training.
Learn Salesforce from Salesforce. Salesforce University offers training and certification options that will help your employees not just learn Salesforce ...