How To Buy Sales Training

how to buy sales training content process methodology

Through the years, a variety of executives and managers have asked me, “How do you buy sales training?”

In early 2000, a very savvy HR Executive, Sheila Ireland, asked me this very question.  At that time, I was working for Dale Carnegie Training in Philadelphia.  I had all of my training models, like the Kirkpatrick model which measures ROI (Return on Investment), and I was ready to share my 4-step behavior model.

As I prepared to answer, Sheila put her index finger over her lips and said, “Shhh.  I purchase millions of dollars of training each year.  Let me show you how I buy.” Continue reading