Sales Training Gets Sent To The Back Of The Line

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Sales Training programs for new hires can run the gamut from simply reading a few marketing brochures to twelve weeks or more of on-going online exams and verbal assessments.  All too many times the sales and marketing departments are asked to moonlight as part of the sales training program without having the proper knowledge of basic adult learning principles that will drive the learner’s engagement and retention of the material over time.

When the sales training department asks for additional resources, they may get moved to the back of the line because it appears that their needs can be addressed through internal cross-functional efforts.  Additionally, tracking your training’s success to gain additional resources can be subjective depending on who is observing and the metrics you use.  In sales training, as with any department, you get what you pay for.

Have you ever wondered why there are so many vendors in the education space?  Creating engaging and innovative training solutions can be challenging, time-consuming and it requires experts who know how to deliver it successfully.

Recently there has been some buzz with the release of white papers on whether or not you can or cannot correlate sales training to ROI.  If ROI is a key focus in training it is important to be wary of creating more tools and resources based purely on a hunch.  You cannot afford to invest significant company resources only to find out later that it didn’t produce the results you were seeking.

So if sales training budgets are notoriously tight and seemingly last in line for additional resources then your organization needs to place its bets wisely.


Ebix can help by evaluating your current training programs and determine ways to fill in the gaps with a long-term learning strategy in mind. Feel free to contact our team directly at or fill out the form below. From there, we can set up an individual consultation to help better understand your needs and how we can exceed them. 

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Jennifer Imerini has over 20 years of experience working in the healthcare industry. She has expertise in understanding and developing teams, processes, and infrastructure for marketing, sales training and physician education departments within major pharmaceutical, biotech and medical device companies.

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