Publication Date

Spring 2014


The utilization of employee development programs by companies has become increasingly popular in recent years; economic and external pressures to outperform competition have been a key driver in this arena. For sales organizations specifically, the resurgence of the United States economy will undoubtedly create higher demand for goods and services; it is essential that these organizations are prepared from their front line and up. According to a CSO Insights 2012 Sales performance optimization study, “a vast majority of the firms surveyed reported having education programs for their sales teams.” However, the more important issue is to have a clear development strategy that will result in positive business outcomes. According to the American Society for Training & Development, U.S. businesses spend $15 billion a year on sales training, only to yield sub-par results that sales employees view as “ineffective or less than useful.”


Suggested Citation
Stahno, J. (2014). What are the business impacts of having career development practices/programs?Retrieved [insert date] from Cornell University, ILR School site:

Required Publisher Statement
Copyright by the authors.