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Mar 14

The Sad State of Sales Training

By Kelly Riggs | Sales + Leadership

The vast majority of sales training is incredibly ineffective. Not because much of what is claimed to be “sales” training is actually just “product” training. Not at all. Instead, just looking at actual sales training – that is, training designed to improve selling skills – the evidence is clear. It is enormously ineffective. That’s not only my opinion based on 25 years of observation, it is consistent with extensive research on the effectiveness of salespeople.

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Feb 01

Sure, We Train Employees (wink, wink)

By Kelly Riggs | Sales + Leadership

As a leader, you have absolutely no excuses; you either choose to train your employees or you don’t. But most don’t. In fact, the odds that your company is adequately training and developing people is somewhere near zero. The problem is that a failure to train your employees – really train them, not just hand them a manual, or expect them to get up to speed on their own – lies on the border somewhere between insanity and blatant stupidity. After all, don’t trained employees do better work? Don’t trained managers lead more effectively? Isn’t training a critical part of employee engagement?

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