14 January 2002

Is Sales Training a Waste?

Why training programs may not affect outcomes

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
Too often, companies pour their limited training resources into propping up their worst sales performers -- with predictable results. Four key questions can help you determine if your company's sales training program is contributing to the bottom line and producing real results.
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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