New-Hire Sales Training: Integrating Work and Learning

Xerox Corporations sales education and learning (SEL) organization faced the challenge of raising the competency level of the sales force for success in todays complex, competitive, technology-rich environmenta goal that seems to be at odds with controlling costs and minimizing time off the job for learning. To resolve the dilemma, we conducted an analysis using a methodology known internally as SOFA: surveys, observation, fact-to-face interviews, and analysis of data. The emerging theme of the analysis was that current training was not providing the depth or relevancy needed by the sales force. We observed that teams were performing collaborative work to bolster the skill sets and competencies of the individual sales representatives. Performance and learning occurred through teamwork. The result was an intervention that combined interactive classroom learning with knowledge development through actual field experiences. [Download PDF]