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MDM Special Report - Beyond Sales Training in Distribution

MDM Special Report: Beyond Sales Training in Distribution

$74.95

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Pages: 11 (PDF Report)


  • This report is free to MDM Premium subscribers. Simply log in here to access and download this series of articles in PDF format.
     
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Who should read this report:

Distribution executives who want to improve training throughout their organization will find this report a valuable resource. Rethink training for existing employees and the next generation, examine the challenges of training and learn the tools and techniques of the negotiation.

Articles in this report include:

Move Beyond Sales Training – Debbie Paul

Employees are one of the primary reasons for success in distribution, but training programs and budgets often do not reflect their importance. This article, based on the results of a recent Real Results Marketing survey, looks at why the gap exists and how distributors can shift their thinking about training.

This article includes:

  • An overview of the skills training gap
  • Internal vs. external training
  • Tips for closing the gap

How to Overcome Training Challenges  –  Debbie Paul

Distributors say they want to provide more training to their employees. But decisions about product and sales training delivery, measurement and retention aren’t always simple. This article, based on the results of a recent Real Results Marketing survey, examines the challenges that distributors face around providing training.

This article includes:

  • Amount & type of training follow-up offered
  • Time spent on online learning
  • Trends in delivering vendor training

Minding the Training Gap for Negotiation – Debbie Paul

Distributors lag when it comes to follow-up or reinforcement training, and they woefully lack in negotiation training, even though a major part of a buyer’s role is negotiating with vendors. This article, based on the results of a recent Real Results Marketing survey, further examines the challenges distributors face around providing training.

This article includes:

  • Why negotiation training is critical
  • The importance of viewing training in a new light
  • Training tools and techniques
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