TRAINING: Three Rules for Training Reps

Imagine you are sitting in a training class, and every 15 minutes someone comes in, opens your wallet, and pulls out a $20 bill. That class would have to be pretty darn good for you to stay very long. But this is what it's like to be a sales rep at a typical technology training event. Unlike other professions where salaried attendees are actually paid to sit in the room, every minute out of the field costs that account manager in time, money, momentum, and opportunity.