Most companies use a variety of methods to train their salespeople. Because of limited resources and time, and a focus on getting salespeople out in the field, smaller companies tend to focus on traditional methods (such as on-the-job training and individual instruction) rather than less expensive alternative approaches, such as home assignments.

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Company sales (in millions of dollars)
Percentage of less 5 - 25 - 100 - more
companies using than 5 25 100 250 than 250
Individual instruction
74% 69% 68% 76% 63%

Other 6 4 6 0 0
External seminars
56 57 62 72 8
On-the-job training
91 91 87 88 96

In-house classes 50 58 75 72 96

Home assignments 6 9 6 12 29

Source: "Twenty-sixth Survey of Sales Force Compensation," The Dartnell Corp., Chicago, 1990.

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