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For companies to stay competitive, they must continually bring new products and services to the marketplace. One strategy organizations can use to support this requirement is to provide their sales force with training that enables revenue generation. The types of instructional methods and media used to deploy the training can have an impact on the overall performance of the employee and the organization. Companies are concerned about increasing productivity that will lead to increased sales and revenue. With the ongoing shift to the use of e-learning media and delivery, this book focuses on the influence that e-learning has on sales performance and productivity. The purpose of the research conducted was to ascertain whether e-learning resulted in higher or lower productivity, achievement of improved customer satisfaction, improved effectiveness, and adequate transfer to support performance. Using mixed methods methodology, data was collected through surveys, interviews, and analysis of extant performance data.
About the author
David's areas of expertise are sales, sales leadership, marketing, and learning and development. During the last 15+ years he has successfully led sales teams, launched new products worldwide and managed corporate learning organizations supporting operations in North America, Central and South America, Europe, and Asia.
