Some sources estimate that in the United States alone, annual spend on corporate sales training is $3 billion per year – and rising. In spite of these investments, and billions more in sales technology, annual quota attainment is on a five-year decline.

As global corporations continue to invest billions annually in sales training and improvement initiatives, organizations need to critically re-evaluate their approach to human capital development.

Knowledge transfer does not ensure behavior change.

This timely white paper explores the reasons for the lack of “return on learning” for sales organizations and defines a practical approach to move beyond a learning journey to a rigorous, measurable performance journey that drives improved business outcomes.