CHAPTER 2: SMARTER INVESTMENT IN TRAINING:
THE HIDDEN JEWEL OF SALES PRODUCTIVITY

In our daily interactions with sales leaders across many diverse industries, there is always one constant: leaders are always looking for new approaches to boost sales effectiveness; a real tall order. According to a recent survey by CSO Insights, the number of reps hitting quota fell for the fourth year in a row from 63% in 2012, to 55% in 2015. That’s a drop of 14.5% in just four years.

This is a particularly interesting statistic when you consider this; in 2014 sales leaders spent over $56 billion on sales training and technology ONLY to see productivity fall in the subsequent 12 months with just over half of salespeople making quota.

Though investments in training are essential, it is now more important than ever to invest smarter. 

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Investment in training
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