This session presents a research study conducted with a real organization to understand the cost of not investing in sales training. The aim was to proactively support challenging budget discussions by using the company’s operating model, actual business data (where available), and informed assumptions to map the downstream impact of reducing L&D resources.
The study resulted in a model and accompanying tool designed to support analysis, scenario planning, and communication of outcomes. This session will walk through the project’s background, approach, and findings—highlighting both the financial and intangible consequences of underinvesting in talent development.
