Sales training should be "done prudently" to be worthwhile, Lee Salz writes. Managers should consider the type of training needed, set realistic expectations with the trainer and ensure that team members make use of what they've learned. Cost may be a concern, but "[h]igh value must meet high value. If you don't want your prospects buying based on price, don't short change your sales team that is tasked with accomplishing that goal," Salz writes.
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