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Understanding the Economics of Sales Training

For many years, HR and Talent executives invested in training and developing their teams. Training offered clear value that was rarely questioned. Then came the great recession.

Everything changed. Every investment was scrutinized. Companies scaled back all possible expenditures. Training investments diminished.

Eventually, the economic recovery took hold. With cost avoidance measures exhausted, productivity maximized, and acquisitions prohibitively expensive, executives seeking competitive advantages renewed their focus on skills training for employees.

However, getting the support and buy-in for putting people in the classroom today is not as easy as it used to be. Nor should it be. A decision to move people from the field to the classroom requires a meaningful ROI. Moreover, leaders need assurance that the return is superior to what can be expected from other investment options. They need to know that it will yield benefits within the timeframe established by the critical stakeholders.

At Richardson, we understand the immediate value that can be created when your customer-facing teams change the way in which they interact with your buyers. Yet, all too often, the analysis around the economics of training miss the mark. Understanding the cost when skills plateau or the upside that comes with elevating your game sets the stage for a decision on whether to train. To learn more about the economics of sales training download the full brief by clicking here.

About the Author

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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Complimentary Brief: The Economics of Sales Training
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