Most companies often neglect training and development as they often fail to understand its impact on the overall performance of the employees and the organization. However, institutions with distinct training programs have realized enormous values, such as allowing workers to acquire a new skill, perform better, improve productivity, and sharpen on the already existing talent. Moreover, training and development create a conducive environment at the workplace hence developing the relationship between employees and employers, leading to the realization of organizational goals and increased sales. Since an organization is a total of what workers accomplish personally, company leaders should do everything to ensure that individual employees perform well. This paper is structured to examine how sales-force training and development enhance organizational performance.
Salesforce training and development increases innovation. For many organizations, innovation is an integral part of the business and is a competitiveness requirement. Innovation is essential for the growth and development of the organization and can be stimulated through training and development programs. These programs develop and improve the creativity and problem-solving skills for the sales-force, enabling the salesforce to adapt to change, become creative, and improve their flexibility (Sartori et al., 2018). Additionally, innovation within the sales-force helps them devise new marketing and sales techniques that are effective, resulting in better organizational performance.
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Training and development focused on sales-force increases the profit of the organization. Workers are the most significant organization asset, and investing in employees is critical for sustainable business success, performance, and growth. Companies go through a lengthy procedure to hire and train competent and suitable employees, unfortunately, the focus on caring about workers stop there. A research study performed by Gallup, organizations that involve their workers in employee training and development, realize an improvement in sales and attained double profit compared to the organization that doesn't include their employees ( Amoako & Okpattah 2018) . Sales-force training and development boost sales-people involvement in the business, which is essential in improving the organization's financial performance. Training and development of the sales-force increase the salespeople's performance, resulting in higher sales, revenue, and gross profit. Companies need to understand that the success of sales-force is essential for their overall growth and development.
Another benefit of employee training and development is that it enhances performance improvement. If the organization can address the weaknesses and shortcomings, it will be apparent that it will foster employee performance. Moreover, training and development amplify the organization's strengths and help staff acquire new skill sets. The company must analyze its training and development strategies and need to target relevant groups. For example, every organization department should focus training team, which generally involves sales training and product development training ( Amoako & Okpattah 2018) . Training replaces the cost of learning by trial and error approach; training and development help staff learn in the form of accumulated experience shared by veterans. Therefore, it is an international effort and acts as a replacement for experiential learning. The sales-force can apply the newly gained skills to increase sales volume through advanced sales strategies, such as improved customer relations.
Training of the sales-force improves sales performances. When employees and development have better and enhanced comprehension of the market forces, product knowledge, company goals, and objectives, they drastically improve sales performance. Also, staff should improve customer's experience, improved techniques, and knowledge of product use to enable them to handle customers with full confidence ( Amoako & Okpattah 2018) . When the company offers such training to its staff, it improves the employees' sales accomplishments and, hence, the organization's profitability.
Salesforce training and development reduces the turn-over of sales-forces. The new sales-force turn-over rate is relatively higher in any given company compared to the company's seasoned sale-forces. The result of an imbalance between sales is because the season sales-force feels not fit for the jobs; they become unnerved and get divorced from the company ( Bell et al., 2017) . The sales-force personnel may opt to move away from the organization when they lack progression in their career, which is often achieved through training and development. However, the sales-force turn-over could be reduced by offering career development opportunities for the salespeople through training and development. Through training and development, salespeople are equipped with skills, knowledge, and self-efficacy, resulting in their retention.
Training and development of sales-force improve salespersons' understanding and attitude. Sound training imparts a deeper comprehension of the organization's past, present, and future policies, procedures, and philosophies ( Bell et al., 2017) . This makes the salespeople aware of what they are expected in terms of accomplishment and therefore changes their attitude. For example, when a company has a reputation for excellent customer relations, the sales-force can learn to engage customers using better customer relations that reflect the company's reputation, thereby improving its reputation. Having an understanding sales-force with a success-oriented attitude shapes the organization's culture and behavior pattern for growth and prosperity.
Training and development of the sales-force reduce and curb wastage. Training salespersons helps reduce wastage as trained sales personnel are more likely to cause minimum wastages as they are skilled in handling goods with utmost caution and care. Moreover, trained salespersons are self-driven and are self-starters, meaning that they require minimum supervision ( Noe & Kodwani 2018) . By having a self-driven sales-force, the managers can concentrate on other essential company matters, thereby saving time and resources that could have been used in monitoring and managing the sales-force. On the other hand, an untrained workforce is more likely to cause wastage in much of their use since they lack skills and knowledge and are unaware of the importance of this valuable time. The wastage of efforts, goods, and services and time can be address through a comprehensive training program.
Salesforce training and development promotes sound employer-employee relations. They are well trained to bring improved sales and increased sales achievement, providing the organization the most wanted turn-over and huge profits margin. Therefore, when an organization realizes maximum profits, it pays its staff well, thus creating sound employer-employee relations. The improved employer-employee relations create an improved business environment, where there is no bickering, resignation, and employee-management clashes ( Noe & Kodwani, 2018) . Moreover, there is a generally high level of employee satisfaction, and morale is often manifested through increased sales, reduced employee turn-over, improved amity, increased organization profit margin, and job satisfaction. Furthermore, high employee morale positively impacts the overall image of the company and its success.
Conclusively, training, and development is essential for the success of any organization. Salesforce training and development has numerous benefits to the company. Some benefits of sales-force training and development are increased innovation and increased performance of the organization through increased sales and profits. Additionally, sales-force training and development curbs wastage improves employee-employer relations and minimizes the sales-force turn-over. All these benefits are key to improving the organization's performance, as they result in increased sales, revenue generated, and profits. Managers should make sales-force training and development a routine in their organizations to improve organizational performance.
References
Amoako, G. K., & Okpattah, B. K. (2018). Unleashing sales-force performance: The impacts of personal branding and technology in an emerging market. Technology in society , 54 , 20-26 .
Atefi, Y., Ahearne, M., Maxham III, J. G., Donavan, D. T., & Carlson, B. D. (2018). Does selective sales-force training work? Journal of Marketing Research , 55 (5), 722-737.
Bell, B. S., Tannenbaum, S. I., Ford, J. K., Noe, R. A., & Kraiger, K. (2017). 100 years of training and development research: What we know and where we should go. Journal of Applied Psychology , 102 (3), 305.
Noe, R. A., & Kodwani, A. D. (2018). Employee training and development, 7e . McGraw-Hill Education.
Sartori R, Costantini A, Ceschi A and Tommasi F (2018) How Do You Manage Change in Organizations? Training, Development, Innovation, and Their Relationships. Front. Psychol. 9:313.
