Your scarcest resource is the time salespeople have available to train and your biggest risks are training in a way or on a topic that doesn’t optimize training time.
When training works it produces valuable sustained increases in sales performance. Making it work means that the training creates a permanent improvement in behavior which only happens if the course content is mastered. Personalized training optimizes valuable training time by getting each learner to mastery in the shortest amount of time. Having the ability to identify the content that produces the greatest increase in sales is the final step in ensuring that you optimize the use of your scarcest resource.
