Full and original article posted on Selling Power (page 2)
“Sales reps are probably the hardest employees to bring into a classroom for two or three days,” says Joselyn Davis, vice president of product development for The Forum Corporation, a Boston-based global training company that designs programs for Fortune 500 companies. Why? Ask any sales manager. Since product and skills workshops are vital for long-term success, sales teams need up-to-date training. But what about the short term? If you send top sales representatives to the classroom, it means they will spend less time in front of customers, where time counts the most. That could be costly. And costs don’t end there. Consider the up-front expenses for travel, instructors and materials.
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