Category Archives: sales training courses
This could be a very short blog post. The answer, in a word, is “Yes.”
But let’s look a little deeper into the reasons why sales training is important for growing your business.
First, consider these assumptions:
Sales professionals drive revenue. Within every sales organization is a range of skills, talent, and capabilities. The B2B selling environment, with ultra-informed buyers, continues to grow more challenging.
Some might argue a new way of selling is needed to succeed in today’s digital, connected, mobile world. The good news is that while enhancements might be necessary, there’s a lot about selling that hasn’t changed.
Buyers may be more savvy and demanding, but they still need guidance to make the best decisions – and trust is still a major factor in making buying decisions.
What this means is your sales professionals must be skilled in connecting with the buyer on both a personal and business level. They must be authentic in establishing credibility and earning the right to ask questions. Then they need to gain pertinent information about the buyer’s situation, tailor insights and ideas, and provide a differentiated solution.
These are a higher-order level of consultative selling skills, requiring a greater degree of preparation, assertiveness, and initiative. The sale is still made in the dialogue; it’s just that the path for getting there is a tougher climb.
Do You Know What Ensures the Greatest Payoff from Sales Training Investments? (The Answer Will Most Likely Surprise You.)
In a comprehensive survey of research and literature conducted more than 25 years ago, it was determined that there was a growing recognition of a “transfer problem” in corporate training and development. Specifically, in 1990, research analysts estimated that while companies around the world spent approximately $50 billion on training and development, no more than 10% of those expenditures actually result in transfer to the job.
Fast forward 25 years later, and the emerging trends of research on training transfer continue to reflect similar evidence that is just as sobering. Even though global spend to improve corporate performance has doubled over the past 25 years to more than $100 billion, analysts now estimate that, on average , less than 50% of program content is transferred to the work environment immediately after training, less than about 20% is being used at the end of 30 days, and only 10% of expenditures for training ever result in observable behavior change on the job.
So what haven’t we learned… yet?
Given how important skilled salespeople must be for an organization to continually achieve desired business results, we need to understand how to resolve the 25+ year old transfer problem and ensure the greatest payoff from our organization’s sales training program investment.
Researchers determined that there were three key roles acting to make training » Continue Reading.