... enable their investment in training anddevelopment to "pay off." Introducing ongoing reinforcement programs will help accelerate the benefits gained from the training and development investment.● ... many forms, including formal and informal mentoring, salescoaching by managers, and/or classroom training, distance- or e-learning, and other kinds oftraining.● MENTORING In mentoring, salespeople ... respect to training investments have higher median TSRs in the subsequent year than firms in the other three training quartiles. Further, the third quartile ishigher than the second, and the second...