Training is intended to produce such measurable results as an increase in retention rates, an increase in the median # of new customers acquired per rep, the average revenue per transaction and shorter sales cycle durations. There are subtleties in each business, so what is used to reflect improvements in sales team performance results may vary slightly, but for the most part, measurable performance enhancements should be the goal of any sales organization training.
Industry experts will often state that current leaders are too well established to be displaced or materially affected by newcomers to a mature market. That said, as history has shown, the market itself…aka buyers of products and services, although risk averse at times, is always looking for ways to do things smarter, cheaper and faster. The pain experienced as a result of limitations with available approaches, or the opportunities presented by new ones, will always push innovation and help to evolve or transform an established market.