Companies with yearly revenues of less than $5 million are spending more money and time training new sales hires -- about $5,530 and four months per rep -- than they were two years ago. But overall, the annual cost of training a new salesperson hasn't changed much; it's still about $6,000.

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Training period (months) Cost
Company size 1990 1992 1990 1992
Less than $5 mil. 2.9 3.9 $3,975 $5,530

$5 mil. - $25 mil. 4.3 3.7 6,100 6,227

$25 mil. - $100 mil. 3.8 3.9 11,176 8,083

$100 mil. - $250 mil. 3.5 3.0 5,220 3,750

More than $250 mil. 5.2 4.7 4,671 6,588

Overall 3.9 3.9 6,096 6,226

Source: "Sales Force Compensation," a survey of 250 U.S. companies, 66% with sales of less than $25 million, the Dartnell Corp., Chicago, 1992.