Facebook Linkedin Twitter
Receive "Handling Objections, a 30-page how-to manual and subscribe to Thinking about Sales. Receive a weekly dose of inspiration, education and motivation.
First Name:
Email Address:

Books by Dave Kahle. Click on the book cover to learn more.

Dave Kahle
Educate, inspire, and motivate your sales people. Invite Dave to address your sales people. Click here.

Weekly Feature

The Sales Resource Center

Every sales person can sell better. Click here to find out more.

Every leader can lead better. Click here to find out more.

Q. I've read your ideas about the need to invest in developing myself. Can you quantify that? How much time and money should I spend on my own education?

Copyright MMXIII, by Dave Kahle

A. Now that's a question I'm rarely asked. Its refreshing to receive it.

I'm assuming that you are referring to your education beyond formal schooling. After you've finished your degree and you're done with your academic education, how much should you invest in your continual growth and development?

Let me share some research with you. ASTD, the association for training and development, does an annual survey of its member companies. While the numbers vary a little bit from year to year, generally good companies spend about 3 - 3. 5% of payroll on training their employees. The Distributor Research and Education Foundation found that high performing distributors spend 3.2% of payroll on training, while average distributors spend 1.5%.

So, if you are asking from the perspective of your company, figure somewhere around 3% of your sales payroll will put you in the general area. In other words, if you have five sales people, averaging $50,000 each, that's $250,000 in sales payroll. Three percent of that would be $7,500 spent each year in continuous development.

Personal note from
Dave Kahle
"I hope you enjoy this article. We have lots of resources on this site, ranging from dozens of similar free articles, podcasts, weekly features, books , CDs and video training programs. Enjoy! "

If you are asking from a personal perspective, the answer lies in how serious you are about developing yourself. A good way to gauge this is by using the same measurement - percent of payroll. In this case, the question is percent of your income. Let's say you make $50,000 a year. If you take my Kahle Way® B2B Selling System course in its on-line version, for example, you'll spend $274 for tuition, and an additional $35 for the exam and certificate. That's less than 1% of your income, which is hardly worth talking about.

I believe that a serious sales person, dedicated to making a career of professional sales and committed to improving himself, should be spending around 2- 3% of income a year on the task.

What about investment of time? I believe a company ought to spend about 4 hours a month in developing its sales force. And the same for you. One hour a week, week in and week out.

Let's put this in perspective. Only about 5% of the sales people in the world spend more than $20.00 on improving themselves in the last year. If you invest just 2% of your income and one hour a week to continuous improvement, you'll soon rise in the ranks, as your competitors and colleagues are generally content to stay where they are, investing minimally in their own development.

Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. He's authored nine books, and presented in 47 states and seven countries. To access Dave's training, insights and tools online, visit The Sales Resource Center. Visit www.davekahle.com to check out a seminar near you.

The Sales Resource Center

Seeking a Richer, Fuller Life?

Copyright © 2016 Dave Kahle & The DaCo Corporation, All Rights Reserved; Check out our Google+
P.O. Box 523, 835 W. River Center Drive, Comstock Park, MI 49321, toll-free 1.800.331.1287, fax 616.451.9412

Christian Sales Association, Inc.