STRATEGIC ALIGNMENT MODEL.

The article discusses strategy for determining investment in sales training, highlighting the results of a research study conducted by the American Society for Training & Development's (ASTD) Sales Enablement Community of Practice. Topics discussed include active engagement by sales management, salespeople's attitudes towards the relevance of sales training, and sales competencies, skills and behaviors possessed by effective salespeople. The author outlines various approaches to sales training including discussion of integration with other factors within an organization, local training programs, and defining a selling model.