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Join Richardson and AA-ISP as we kick off the New Year with a complimentary webinar, Volume Doesn’t Equal Value: Unlock the Potential of Inside Sales with Consultative Telephone Selling.
Inside Sales is quickly becoming the engine of growth for businesses today. Advancements in sales and marketing automation mean that sellers can reach more customers in less time. However, volume doesn’t equal value. Winning the sale still requires compelling solutions that connect with deeper customer needs.
May the joy of the season stay with you throughout the year.
In our last post, we reviewed groundbreaking research from The University of California, Irvine. Researchers studying the “pretesting effect” determined that taking a test before exposure to the material enhanced learning, even when participants answered questions incorrectly. The act of pretesting outperformed the experience of having more time to study or even reading the test in advance. When learners put pencil to paper and attempted to retrieve information, they became more receptive to the content later. Their findings were definitive across five different studies. However, one question remained: why does pretesting work?
The Importance of Pretesting in Sales Training
For most learners, the goal is to “ace” the test. Recent research, however, shows that the goal should be to just take the test.
Traditionally, tests serve as a tool for measuring what we know. For most of us, this kind of assessment instills anxiety, but a study published in the Journal of Experimental Psychology may finally lay that anxiety to rest. Researchers from the University of California, Irvine have uncovered what they call the “pretesting effect.”
Many companies cobble together programs to onboard new sellers from existing company materials. The result looks like a hodgepodge because it is one. A company history. Compliance training. Technical reviews. Digital devices. A two-day sales program. There’s little consistency, and these companies are challenged to keep their curriculum up-to-date and to understand how everything should link together in order to create a greater impact.
As part of our ongoing effort to bring you the latest thinking in the sales performance improvement space, we are issuing Richardson’s Annual Selling Challenges Research Study. As a thank you for your participation in this brief, 13-question survey, you will receive a free copy of the final report – including our insight and analysis of how to address the top selling challenges in 2018.
If you’re a Sales or Learning leader and would like to send your team a personalized survey link so that we can provide you with a specialized report of your team’s results, please click here to email us.
Increasing competition is reducing your business’s value proposition. Barriers to entry are falling in all industries, giving rise to new, aggressive players. Companies can no longer rely on branding to drive sales. Customers today seek fast, cost-efficient solutions, and many of these new competitors can deliver on those expectations. However, in their race to the sale, they’re ignoring one of the most pressing issues in sales today: customer interaction.
The Harvard Business Review collected two decades’ worth of data on collaborative working environments. Their conclusion: “The time spent by managers and employees in collaborative activities has ballooned by 50% or more.” Findings like this only spark more questions — namely, what does all that time together accomplish? Ask a coworker, and you’re likely to hear, “not much.”