Aligning Sales Competencies with Learning and Development

The Study

Richardson and Training Industry, Inc. conducted a survey of 288 companies across more than 14 industries that ranged in size from less than 100 to over 50,000 employees to examine organizations’ approach to identifying and developing the sales competencies that

are most important in helping their sales teams be successful in today’s, complex business landscape.

What is a Sales Competency?

The skills and foundational knowledge considered necessary for successful performance on the job.

Going deeper…

The skills and knowledge as they manifest on the job, subject to influence of the company culture and the business environment.

How are companies delivering sales training?

Delivery Modalities

• 66% of companies surveyed said on-the-job training • 62% of companies surveyed said video-based learning• 90% of companies surveyed are using more than 1 modality to deliver sales

training

What is the Coaching Cloud™?

• The Cloud has easy-to-understand dashboard reports that give detailed views of skills, knowledge, and capabilities.

• These reports can also be filtered to display information according to your specific organizational structure.

• Results of evaluations can be used to initiate a tailored development program for your sales professionals.

• Subsequent coaching activity can be tracked for effectiveness and future development.

Why the Coaching Cloud™?

• The Cloud shows individuals where they need to change.

• Information is shared in a way that encourages ndividuals to take ownership of their development and that changes their underlying beliefs and attitudes.

• The Cloud provides measurable evidence that coaching is taking place across all managers and teams.

• The Cloud provides a mechanism to link your coaching activities to critical outcomes and to benchmark performance along the way.

How Does It Work?

1. Discovery: The Discovery meeting will help us to understand your organizational culture, strategies, KPIs, products and services, processes, and corporate responsibilities.

2. Scorecards: We will create tailored, role-specific, best-practice scorecards.

3. Benchmarking: We will provide you with an evidence-based benchmarking approach that is comprehensively grounded on weighted binary data.

4. Development: Development plans are created according to the needs identified in evaluations.

Contact Us

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