The importance of training needs analysis

Purpose The purpose of this paper is to describe how carefully targeted training can improve productivity of UK insurance company, Moorhouse Group Ltd's sales team and increased the number of calls it handled by 56 percent. Design/methodology/approach An explanation on the use of external consultants and how it helped Moorhouse Group Ltd to identify, design and deliver the training it needed. Findings Details of sales training, and the workshops hosted for employees outside the sales area, helped to improve the company's capability to generate leads and convert sales. Practical implications The paper shows how training can help to expand the range of skills available in the workforce as well as improve existing expertise. Originality/value Individual action plans were created for people who attended the training and these action plans were handed back to managers to embed the learning into business.