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Improving sales training cycle times for new trainees : An exploratory study |
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| Authors: | R.Edward Bashaw Thomas N IngramBruce D Keillor |
| Affiliation: | a Department of Marketing and Advertising, College of Business Administration, University of Arkansas at Little Rock, 2801 South University Avenue, Little Rock, AR 72204-1099, USA b Colorado State University, Fort Collins, CO, USA c University of Akron, Akron, OH, USA |
| Abstract: | Sales training is a key organizational process used by many firms to develop high-quality salespeople into value-added agents. This development of salespeople as value-added agents can be accomplished in a number of ways. The results of this study suggest cycle time improvements in sales training can be achieved by properly preparing trainees prior to staging role-play exercises. The managerial implications of the results include indications as to how organizations can save on training by reducing the time it takes to effectively train new salespeople as well as evidence that demonstrates that the training enhancers we introduce can increase the initial revenue generating potential of these new salespeople. |
| Keywords: | Sales training Cycle time Sales management Sales productivity Role play |
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