Though distributors offer focused training when hiring a salesperson, that training usually stops after the first three to six months because it isn't a core part of the company's strategy, according to How to Overcome Training Challenges.

Only a small percentage of distribution employees spend more than one hour each month performing online training of any type, according to Debbie Paul of Real Results Marketing, whose recent survey examines the challenges that distributors face around providing training.

Lack of online training for employees usually is the result of a lack of accountability for the company's salespeople to actually do the training. If given the choice between training and their jobs, they usually elect to perform their normal job duties, Paul says.

This is why distributors must create a training path for each employee that provides value to both employees and the company, one that can be tracked and fosters knowledge retention.

“We need to do less training and find ways to retain the training we are delivering in a more effective way,” noted one distribution executive.

This article was the second part in MDM's ongoing series on training in distribution. Part one looked at how distributors can shift their thinking about training.

Read more about delivering effective training for your employees in How to Overcome Training Challenges.