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Sales Training ROI: An Oxymoron No More
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Sales Training ROI: An Oxymoron No More

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presented by Pete Peterson, Director of the Program for Sales Leadership at the University of Connecticut, at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus ...

presented by Pete Peterson, Director of the Program for Sales Leadership at the University of Connecticut, at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software

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Sales Training ROI: An Oxymoron No More Sales Training ROI: An Oxymoron No More Presentation Transcript

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  • 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
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  • 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
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  • INCREASING EFFECTIVENESS – 44% REDUCING COSTS – 29% MEASURING IMPACT – 28%
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  • 2007 2006
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  • 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
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