“Only when knowledge is used as the foundation for skill does it become productive.” — Peter Drucker
Companies that want to stay on the leading edge must be committed to not only hiring better quality sales people but to providing ongoing training for current hires for best results. The first step in effective training is to objectively determine the sales person’s strengths and weaknesses. What does the sales person know? In what sales areas does the individual need to improve? Once the sales person’s sales knowledge has been measured, targeted training can address deficiencies.