ROI is a true documented figure but it’s not
easy to achieve unless you are willing to take
the following steps:"
"Choose your training partner carefully.
We chose Sales Factor because their
system was practical (not too much theory) and
most important, measureable.
We didn’t know what to train on but the
Sales Factor team helped us identify the sales
gaps with their behavorial assessment process.
"With Sales Factor’s sustainment process we followed the training
sessions with in-depth accountability reviews
which told us that we were on the right track.
Key point #2 is that training is not an
event, but an ongoing process that must be
"Leadership; don’t delegate this responsibility.
I have participated on every sustainment
session with our sales people and the message is
clear: If the President can make time for this
then it must be very important.
The sales people know it and in our case
delivered market share increases and price
increases in a very tough economy."