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How we achieved a 20 to 1
ROI
"Yes that ROI is a true
documented figure but it’s not
easy to achieve unless you are
willing to take the following
steps:"
Step 1: "Choose
your training partner
carefully. We chose Sales
Factor because their system was
practical (not too much theory)
and most important,
measureable. We didn’t know
what to train on but the Sales
Factor team helped us identify
the sales gaps with their
behavorial assessment process."
Step 2: "With Sales
Factor’s sustainment process we
followed the training sessions
with in-depth accountability
reviews which told us that we
were on the right track. Key
point #2 is that training is not
an event, but an ongoing process
that must be supported."
Step 3: "Leadership; don’t
delegate this responsibility. I
have participated on every
sustainment session with our
sales people and the message is
clear: If the President can make
time for this then it must be
very important. The sales
people know it and in our case
delivered market share increases
and price increases in a very
tough economy."
-
Rod Staveley, President
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CASE STUDIES
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