7 Crtical Steps in Developing a Sales Training System That Actually Works

When you solicit proposals, be sure to include a requirement for case studies or other demonstrations of a guaranteed ROI

. Don't accept references at face value, check them thoroughly and determine the satisfaction level of previous clients. Run their names through your network and see what you get back. Ask if they are willing to spend time before award to meet your sales force and then get the opinions of your people. If you can get a short list of qualified firms then it's pretty much a coin flip.

7 Crtical Steps in Developing a Sales Training System That Actually Works

By: Mark Polman

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