- 91% focus on instructor-led training as the most effective training modality.
- 85% have defined competencies and training for each sales role.
- 83% use a formal sales methodology – either homegrown or from an external provider.
Salespeople drive the company’s revenue. The last thing a performance-focused learning organization should do is waste a salesperson’s time with training that is redundant, is not relevant to the individual’s specific knowledge and skills, and doesn’t help with a knowledge or skill gap the individual may have. My suggestion is to stop and reflect on what you’re doing with your sales training, making sure you are performance-focused and prepared to enable the sales force you support to gain a high-impact return on the training you provide them. Ask yourself these questions: