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State of Sales Training
ASTD - American Society for Training and Development, June 2009, Pages: 75
An organization’s sales force drives the bottom line—and effective sales training is the bedrock of a successful sales program. The ASTD/Intrepid/i4cp State of Sales Training Study explores how today’s organizations are approaching sales training and sheds light on opportunities that organizations are missing to optimize those approaches or consider new ones. The data included in the report provides new insight into the current—and future—state of sales training globally. Based on a survey of more than 500 experts, the ASTD/Intrepid/i4cp study will equip you with the statistics to inform important sales training decisions, provide you with a background on the current sales training environment, and give you policy recommendations that can get you started on the road to success now.
In today’s challenging economic environment no company can afford the missed opportunities that stem from an unprepared sales force. An organization’s sales force drives the bottom line—and effective sales training is the bedrock of a successful sales program. The ASTD/Intrepid/i4cp State of Sales Training Study (the study) explores how today’s organizations are approaching sales training and sheds light on opportunities that organizations are missing to optimize those approaches or consider new ones. In our study, we asked survey participants some groundbreaking questions and the responses that we received provide new insight into the current—and future—state of sales training globally.
In these economically challenging times, there is great pressure to achieve revenue forecasts, a goal made more difficult when budget cuts affect the ability to attract top talent. The study gives both learning professionals and sales team members cutting-edge ideas for bringing the sales organization to a new level of performance.
Understanding Sales Training Leadership
More than half (56 percent) of study participants entrusted sales training accountability to either the CEO or an executive-level sales leader. This statistic underscores the recognition of many organizations that sales training has a direct impact on the bottom line. Larger companies are most likely to place the primary responsibility for sales training/development with a sales executive or with a learning executive.
Determining the Focus and Delivery Methods of Sales Training
The study inquired about five specific categories of sales training:
- selling skills
- product training
- industry training
- company-specific training
- sales management training.
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