Can't afford a full-blown training program? Well, here's a hit list of training needs that nearly 350 companies of all shapes and sizes consider most critical for high-performance sales. The message? Send your sales reps to "Customer Service U."
Type of training and the percentage of respondents who cited it as "very important"
Customer relations 92.5%
Retention of customer base 87.2%
How to close the sale 66.4%
Time management 66.0%
Lead generation 63.0%
Written communications 52.2%
Formal presentations 51.5%
Source: "1993/94 Sales and Marketing Personnel Report," Wyatt Data Services, Rochelle Park, N.J., July 1993.* * *