A plane ticket of $398, two nights hotel at $180 each night, two days car at $59 each, two days meals at $100 each is $1,076 per salesperson. When was the last time you paid to train one person? So average costs are $5,380 for five salespeople. And $10,760 for 10 salespeople. Why spend it when you don't have to?

A $2,000,000 annual quota has to be sold in 2,000 work hours (40 hours per week x 50 weeks.) That's an average opportunity cost of $1,000 per hour ($2,000,000 quota divided by 2,000 work hours.) Take a salesperson out of the field for two (2) days travel to and from an in-person training event? That's eight (8) hours out of the field. An opportunity cost of $8,000 per salesperson. An opportunity cost of $80,000 per team of 10 salespeople. Again, why spend it when you don't have to?

Two days of in-person training is 16 hours of content to be implemented by each salesperson. If training is delivered at an average 100 Words per minute (WPM), that's 6,000 words per hour. Over 16 hours, that's 96,000 words of content. Enough to fill 384 pages. Cut it in half, it still leaves almost 200 pages of content for each salesperson to implement. Cut it in half, and in half again. It's still 50 pages of content to remember and implement. Keep cutting, because 80% of learning that is not immediately implemented, is forgotten within one week. And most salespeople can't remember more than one item from any training session 30 days later. How can they increase sales with training they forgot?