October 19th, 2012

Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity

Sales Productivity

Complimentary Aberdeen Group Research Report – Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity. 

Richardson is pleased to offer you a complementary report from the Aberdeen Group called Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity. Aberdeen’s research provides an in-depth and comprehensive look into process, procedure, methodologies, and technologies with best practice identification and actionable recommendations. This report will help you discover how you can achieve Best-in-Class results for your sales team.

The report takes a hard look at Sales Training, which remains one of the most consistently deployed enablers of sales effectiveness among business-to-business (B2B) companies. Contemporary business development teams are well aware of the dual external pressures of increasingly well-educated buyers and savvy, aggressive competitors; as a result, the top performers continue to provide increasing amounts of training and performance support resources for their front-line sales reps and managers.

Five Compelling Facts from the Research

  1. The reason why sales training is a “must-have” rather than a luxury is clear: with an aggressive average annual sales quota of $1.063M among all respondents ($1.208M among the Best-in-Class), and an average deal size of $183k ($176k for the Best-in-Class), the need to have well-prepared and effective sales discussions at a highly professional level necessitate a polished and educated conversation at every stage of the selling cycle.
  2. 83% of all sales reps in Best-in-Class companies achieved quota in the last year measured, compared to 52% among Industry Average companies and 6% for Laggard firms.
  3. Annual revenue growth averages 15.4% for the Best-in-Class companies, 5.6% among the Industry Average, and a decline of 1.5% among Laggards.
  4. Best-in-Class companies report a yearly growth in average deal size of 5.3%, versus 0.7% and a decline of 2.6% respectively of Industry Average and Laggard firms.
  5. Best-in-Class companies report a 100% average team attainment of sales quota in the last measured year, compared to 74% and 36% respectively for Average and Laggard organizations.


About The Author: James A. Brodo

Jim Brodo is the former Senior Vice President of Marketing at Richardson. Jim brings over a decade experience to this position with Richardson, where he oversees all marketing and communications efforts for the organization including SEO, SEM, planning, public relations, advertising, lead nurturing, and brand strategy. Jim is currently focused on updating the corporate identity, especially through the use of organic SEO and SEM tactics. He spearheaded the implementation of professional social networking strategies, launch of the new website, updated messaging, and marketing materials. In addition, Jim is credited for creating a content marketing syndication strategy that focuses on adding value to clients and prospects. As the leader of the corporate marketing operations, Jim aims to strengthen Richardson’s brand as the top sales training company in the industry.

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