In this Harvard Business Review article, sales guru Steve W. Martin shares several common pitfalls of sales training programs.
Title: What's Wrong With Your Sales Training Program
Author: Steve W. Martin teaches sales strategy at the University of Southern California Marshall School of Business and is the author of Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers.
Publication Date: 16 Jul 2012
Excerpt: "The main point from the information above is that you truly can’t train your sales teams on how and why prospective customers make their buying decision if your training isn’t based upon direct interviews with decision makers at won and lost accounts."