The Role of Sales Training Requirements Definition and Requests for Proposals in the Success of Technology Companies
Dave Stein and Al Case - November 4, 2005

Introduction

Sales training is a critical component contributing to the success of most technology companies. For sales and training executives and managers, assessing and selecting from among the many sales training and methodology providers can be a daunting task. However, sales training is a significant (and, from a financial reporting standpoint, often a "financially material") investment. To get the best results, and to select the best providers, developing a requirements definition and a request for proposal (RFP) is the best route...