Many companies are faced with the reality that they must for the most part work with the sales team they currently have and look for new ways to improve their performance. Improving performance is a daunting task and continues to be one of the key challenges that management teams face.

We gathered our information and performed our analyses using the following techniques:

• We undertook an extensive and exhaustive data collection process to capture the current practices that enhanced the return on investment for employing sales training.
• We established criteria for ranking the effectiveness of sales training within organizations. The effectiveness ranking ranged from proficient to best practice.
• We evaluated company practices used to implement sales training programs and their lessons learned. Data weighting techniques were applied and took into consideration the leveraging of people, process and technology. We weighted the criteria as a means to evaluate the effectiveness of sales training curriculum and technique.
• We developed case studies to demonstrate best practices by companies, which had implemented successful sales training programs.
• We create detailed company profiles on several of the sales training providers and highlighted their capabilities and functionalities.
• Our analyses were focused on uncovering innovative and thought provoking ideas and practices to assist companies in evaluating the best approaches to providing sales training.
• Our analyses also included the critical success factors for implementing a best in class sales training program.

The report includes Solution Provider profiles for the following companies:

• BTS USA
• Executive Conversation
• Holden International
• Miller Heiman
• Richardson
• Sales Performance International (SPI)
• SAVO Group
  
• TAS Group

The report includes two best practice case studies for the following:

• IBM, Global Sales School, Accelerating Performance Through 'What Matters Worst'
• Microsoft, Best Use of Blended Learning

In summary, this report will stimulate your thinking and give a clear path to action that will help you achieve, create and drive sustainable growth.