Category Archives: Research Paper

November 17th, 2016

New Sales Training Research: Aligning Sales Competencies in Learning and Development

sales training research for reaching business goals

Is your company setting up its sales personnel for success? Is it targeting sales competencies that reflect the 21st century business landscape? Our sales training research reveals some answers that might surprise you.

In Q4 of 2016, Richardson and Training Industry, Inc. partnered to perform new sales training research, surveying 288 companies across more than 14 industries that ranged in size from less than 100 to over 50,000 employees to examine organizations’ approaches to identifying and developing sales competencies.

Download the full report here.

The goal of this sales research project is to provide sales organizations and L&D professionals with insight to help them develop sales training programs that better align with the goal of helping sales professionals master the competencies that are most important for business success.

Sales Training Research Results

The study found that there are significant gaps between the sales competencies reported to be most important for business success and the competencies that are effectively developed through training. Specifically, the research suggests a widespread gap in the effectiveness of training for the following competencies:

Targeting buyers Prospecting opportunities Knowing the market Understanding customer needs Effective presentation skills Expanding current accounts

Potential causes of this gap are a mismatch between training goals and business goals and lack of consistency in training across departments.

Additional Research Findings

This research also offers insight » Continue Reading.

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September 22nd, 2016

The Future of Sales Training: Innovation for a Salesforce in Transition

The Future of Sales Training

Whenever I speak at conferences or with clients their training needs, I ask this question:

“What will it take to engage your learners?”

From London to New York to San Francisco, the answers are surprisingly similar, and whether I’m talking with sales leaders or corporate learning leaders, there is broad consensus about what is required:

To engage today’s learners, training has to be flexible, personalized, bite-sized, relevant, provide meaningful data, and be accessible on demand across a wide range of platforms and devices.

Significant innovation is necessary in corporate training in order to meet these expectations and address the changing needs of today’s sales organizations.

Not only are learners changing, but the business environment has changed significantly as well. Over the 37 years that Richardson has been helping organizations improve sales performances, the pace of business has grown faster, ultra-informed buyers come to the table having already researched their desired solutions, and productivity demands on sales professionals are considerably greater. Time has never been a more precious commodity, and sales professionals must spend it wisely, maximizing interactions with customers and minimizing days away from the field sitting in training classrooms. This makes it more important than ever to deploy the latest technology to efficiently train sales people and drive rapid, sustained, and measurable behavior change.

A Salesforce in Transition

A driving force behind the need for change is an emerging multi-generational salesforce increasingly comprised of members of the » Continue Reading.

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December 11th, 2015

2016 Sales Challenges

sales challenges

Each year, Richardson conducts a survey on the Sales Challenges that your sales organizations may anticipate facing in the upcoming year. We would appreciate if you could complete the survey and forward the link below to your sales team to complete. Your team’s input is critical to the success of the study, and we appreciate your time and honesty in responding to the questions.

For submitting the survey, you will receive a free copy of the final report and become eligible to win a new Fitbit.

Link to participate: https://www.research.net/r/9L3MZQG

Thank you in advance for your participation.

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