ABSTRACT According to LinkedIn’s third annual State of Sales Report, in the U.S alone, companies spend about $15 billion each year training sales employees. Yet many sales organizations get low ROIs from their training initiatives. A common problem with many sales training initiatives is that they’re event-based (i.e., intensive, multi-day training events) where participants typically forget much of what they have learned shortly after the training event. Another challenge is that sales organizations don’t get the frontline sales managers actively involved in the training, reinforcement, and measurement process.

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