Sales Training ROI: An Oxymoron No More

Presenter: Pete Peterson, Director of the Program for Sales Leadership at the University of Connecticut

Some studies show that between 50% and 90% of all industry training does not return anything significant in terms of performance management. Professional Sales is not the only field in which this sad phenomenon exists, but it is the one that those of us responsible for consistently achieving aggressive growth are most interested in.

This presentation will take a look at the data, as objectively gathered and presented by many respected industry and academic courses, to highlight the areas that have the most impact on successful transfer of training to performance. Attendees will learn the most likely reasons why current sales training models fall short of expectations, and most importantly, what they can do to overcome these challenges and produce measurably improved results from their sales training investments.

Sales Performance Management: Technical Track

Pete Peterson 
Director of the Program for Sales Leadership at the University of Connecticut

Pete has run, at the officer level, sales and franchise organizations with hundreds of sales people and thousands of employees. He has consulted companies from no-revenue start-ups to companies with sales in the hundreds of millions. Currently, Pete is an educator at the corporate, undergraduate and graduate levels, delivering programs from basic undergraduate professional sales at the University of Connecticut, to senior leadership conferences for Fortune 200 companies.