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One-Third Of Companies Have Missed Revenue Goals In The Last Year

From reaching decision-makers and using technology effectively to persuasion techniques and more, the 10-minute modules are designed to provide salespeople with actionable advice they can put to use immediately without losing valuable face time with customers.  Moneyball™ also benchmarks each sales representative's performance and prioritizes development based upon the skills identified as most impactful in driving quota attainment at their organization.

"An estimated 50 percent of college graduates start their career in sales. Very few of these graduates have any sales training when they enter the workplace and, as a result, the majority fails during their first year on the job," said Rosann Spiro, executive director of the Kelley School's Center for Global Sales Leadership and author of the best-selling text on sales management.  "This poses an enormous cost on those employees and on their employers. This partnership is a way to begin to remedy that situation."

"Structured sales training not only lends itself to better customer relationships and an increase in new contracts and higher renewal rates, you also see a positive correlation with employee motivation and morale," said Rasmussen.  "Working with the Kelley School of Business, we're bringing together leaders in education and human capital management to help address a training issue that has plagued sales organizations and has greater economic implications."

The Kelley School of Business has offered a sales degree program since 1992.  The sales training content was co-designed by professors and sales leaders in U.S. companies. 

1 EMSI's educational program statistics include institutions that offer degree and certificate programs. The data comes from the National Center for Education Statistics.

2 EMSI's job estimates include wage-and-salary employees and self-employed workers. Job openings are a combination of new positions added in those occupations and turnover. The data is compiled using federal and state data sources, including the Bureau of Labor Statistics and U.S. Census Bureau.

Survey MethodologiesThe employers survey was conducted online within the U.S. by Harris Interactive © on behalf of CareerBuilder among 2,184 hiring managers and human resource professionals (employed full-time, not self-employed, non-government) between February 11 and March 6, 2013 (percentages for some questions are based on a subset, based on their responses to certain questions). With a pure probability sample of 2,184, one could say with a 95 percent probability that the overall results have a sampling error of +/- 2.1 percentage points.  Sampling error for data from sub-samples is higher and varies.

The sales force survey was conducted online within the U.S. by Harris Interactive © on behalf of CareerBuilder among 301 sales leaders and 600 sales representatives (employed full-time, not self-employed in B2B sales and do not work from home) between November 20 and December 12, 2012 (percentages for some questions are based on a subset, based on their responses to certain questions). With pure probability samples of 301 and 600, one could say with a 95 percent probability that the overall results have sampling errors of +/- 5.65 and +/-4.00 percentage points, respectively.  Sampling error for data from sub-samples is higher and varies.

About the IU Kelley School of BusinessFor over 90 years -- first in Bloomington and later in Indianapolis, online and for top companies -- IU's Kelley School of Business has prepared students to lead organizations, start companies, develop new products and services, and shape business knowledge and policy. Its programs are consistently ranked among the best in the nation, its faculty members are internationally recognized for their teaching and thought leadership, and businesses worldwide hire its highly qualified graduates.

About CareerBuilder®

CareerBuilder is the global leader n human capital solutions, helping companies target and attract great talent. Its online career site,®, is the largest in the United States with more than 24 million unique visitors, 1 million jobs and 50 million resumes. CareerBuilder works with the world's top employers, providing resources for everything from employment branding and talent and compensation intelligence to recruitment solutions. More than 10,000 websites, including 140 newspapers and broadband portals such as MSN and AOL, feature CareerBuilder's proprietary job search technology on their career sites. Owned by Gannett Co., Inc. (NYSE:GCI), Tribune Company and The McClatchy Company (NYSE:MNI), CareerBuilder and its subsidiaries operate in the United States, Europe, South America, Canada and Asia. For more information, visit

Media Contact Jennifer Grasz773-527-1164

SOURCE CareerBuilder

Copyright 2011 PR Newswire. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.
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