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 Software

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  • Sales Training ROI: An Oxymoron No More

    1. 2. 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
    2. 12. 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
    3. 15. INCREASING EFFECTIVENESS – 44% REDUCING COSTS – 29% MEASURING IMPACT – 28%
    4. 17. 2007 2006
    5. 34. 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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