The Impact of Training on Sales Force

Abstract

Even though major studies have affirmed that the skills employees possess are in fact the core element for the success of most organizations, our research efforts have driven us to the conclusion that what lies behind the effectiveness of the company employees play a more significant role. In other words, appropriate and effective training of the employees holds vital for organizations. In this particular study, we are going to examine thoroughly the training mechanisms and procedures that companies have in place to train their employees to reduce the skill gap and ultimately the impact of employee training on productivity and profitability. Detailed analysis of training mechanisms and procedures that companies have implemented was carried out with the help of in depth interviews from senior management that dealt with training directly and other employees who represented the sales force view from the middle and lower management. The study focused on the telecom sector and the organizations that marked the focus of our analysis included Ufone and Mobilink primarily. After successfully conducting our qualitative research it is safe to conclude that effective and well targeted employee training has a rather positive effect on their productivity which ultimately adds on to the company profitability. However, the need for a transparent and efficient training mechanism cannot be over emphasized as the study has pointed out.