The Importance of Sales Training for College Students

Studies show that during this economic recession, fewer than 45% of students with a degree in business secured a position prior to graduating. However, students who had some form of formalized sales training had a 90% success rate in landing a job upon graduation (salesfoundation.org). This number is staggering and shows how vital it is to have job-specific skills and knowledge prior to entering the job hunt.

Check out this case study by Northern Illinois...


Journal of Selling & Major Account Management Northern Illinois University
Evaluating the Impact of Collegiate Sales Training and Education on Early Salesperson Performance

By Megan K. Leasher, Christopher R. Moberg

Introduction

Sales organizations invest a tremendous amount of time and resources in the training of salespeople. While
the impact of sales training has been studied in the literature, much less is known about the value of sales
education and training in college before salespeople are hired. This research study collected data from
recent graduates of a mid-sized, Midwestern university and found that students who participated in sales
internships and graduated from the university’s sales program reported higher levels of overall job
performance and quicker ramp-up time early in their career when compared to students without extensive
sales education and work experience. Implications of the results for colleges of business and sales
organizations recruiting entry-level salespeople are discussed. Read More

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