The "agile" way to train new sales representatives

05/7/2013 | Sales Benchmark Index

Many sales organizations use a "waterfall" method of sales training that involves working through a list of topics in much the same way a student might progress through college, writes John Kenney. The most effective sales organizations, however, have adapted an "agile" approach that features progressive expectations and allows learners to put their basic skills to work before completing the whole program, he writes.

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