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[Excerpt] Annually, companies in the U.S. spend over $70 billion on training and an average of $1459 per salesperson. This is almost 20% more than what companies spend on workers in all other functions. However, the returns on investment from sales training tend to disappoint. Studies demonstrate that participants in traditional curriculum-based training forget more than 80% of the information taught within 90 days. Nonetheless, sales training can still have significant positive impact if appropriate training strategies are employed. Therefore, this report will detail some of the best practices for sales training in the each of the stages of training: pre-training, during training, and post training.


Suggested Citation
Chen, Y. & Song, J. (2018). What are the best practices to conduct sales training? Retrieved [insert date] from Cornell University, ILR School site:

Required Publisher Statement
Copyright held by the authors.