Category Archives: Aberdeen
Why Sales Training Reinforcement is a Must-Have
Richardson recently partnered with the Aberdeen Group to provide you with complimentary access to its newest research, Once is Not Enough: Why Sales Training Reinforcement is a Must Have. This report is a “must-have” that identifies the organizational best practices that “post-training reinforcement” companies invest in to emphasize how sales training is not only as an event, but as a lifestyle, that can achieve measurably better results. Here are some key findings that we thought you might find some of the data interesting:
34% more of first-year sales reps achieve quota at organizations with post-training reinforcement Companies that perform post-training reinforcement see a customer renewal rate of 74% Post-training reinforcement companies are 64% more likely to collect sales lessons learned on the fly by the entire team and incorporate them into their sales methodology to promote cross- and up-selling
If you would like to discuss how a reinforcement process might help you gain better results from your training initiatives, please let me know.
Thanks in advance,
Let’s Make a Deal. New Research Reports that Best-In-Class Sales Coaching Can Shorten Your Sales Cycle
Richardson recently partnered with the Aberdeen Group to provide their newest research study that looks at how adding real-deal sales coaching elements to training activities achieves better business results in today’s competing market place. The research report analyzed the specific competencies around the more in-depth sales coaching tools that help shrink the sales cycle window for the most successful sales operations teams.
The study reveals several key findings, including:
Best-in-class organizations are 26% more likely than all others to move beyond the basic, generic training on products, pricing, and messaging, to a formal one-on-one coaching methodology that is specific to individual needs in the pipeline or key accounts. Best-in-class organizations are 61% more often turning to external consultants and trainers for assistance Best-in-class organizations lead all others by a 16% margin in promoting a culture of continuous improvement by formally engaging in win/loss activities to understand why they win or lose deals
To download Aberdeen’s full report, click here on the image below:
New Research from Aberdeen Highlights Best-in-Class Sales Training Reinforcement
Most of us appreciate that ongoing professional development is essential to success in this rapidly changing and ultra-competitive market. Basic skills need to be reinforced, and new knowledge, skills, and experience must be acquired to stay at the top of your game. Training is important but must be reinforced and sustained to make a lasting impact. We’ve heard it all before, but we don’t always invest the necessary time and effort into sustainment to really make a difference.