White Paper: Best Practices Review

Best Practices Review_Page_01

Summary

In times of economic uncertainty it is often tempting to cut training budgets as a way to boost profitability. In many cases the logic of this approach is sound, especially if the impact of training on revenue and margin growth cannot be measured.  However, many companies have found that certain skill development investments, when implemented strategically and supported properly, result in measurable improvements in short-term profitability.

Over the past three decades RED BEAR has implemented-and then documented the return on investment from-behavior change initiatives in one such "high leverage, quick payback" area, value-based sales negotiation.

This research report summarizes findings from many results tracking studies conducted as part of value-based negotiation improvement initiatives, and provides profiles of four such projects. The goal: Identify "best practices" contributing to measurable return on investment (ROI).

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