Research: Aligning Sales Competencies in Learning and Development

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Summary: Are companies setting their sales personnel up for success? Are they targeting sales competencies that reflect the 21st-century business landscape? To examine these issues in greater detail, Training Industry, Inc. and Richardson conducted a study to examine organizations' approach to identifying and developing sales competencies. In the fourth quarter of 2016, 228 companies completed a confidential survey reporting their approach to sales competencies, including the relative importance of various competencies, effectiveness at developing those competencies, and the commonly experienced challenges to successful alignment between L&D and the learning needs of salespeople. Get the report to learn more.