Richardson & Training Industry Research: Aligning Sales Competencies in Learning and Development

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Transcript of Richardson & Training Industry Research: Aligning Sales Competencies in Learning and Development

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Aligning Sales Competencies with Learning and Development

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The StudyRichardson 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 todays, 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 these sales competencies through sales training?Delivery Modalities 66% of companies surveyed said on-the-job training 62% of companies surveyed said video-based learning90% of companies surveyed are using more than 1 modality to deliver sales training

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Why Every Organization Needs a Sales Competency Strategy Are you targeting relevant sales skills in your training?The nature of the sales cycle is continuously evolving and your strategy needs to reflect that.

Does your senior leadership team have insight into the sales skills that your team needs?Feedback from sales managers, salespeople, and customers should factor heavily into strategic sales competency planning.

Gaps Between Effective Training & Competencies The study found that the largest gap between effectiveness and importance was for the competencies of:

Knowing the market Understanding customer needsEffective presentation skillsExpanding current accounts

Main Findings from the Study

90% of companies surveyed are using more than one modality to deliver sales training, with the two most commonbeing on-the-job training and video-based learning

68% of companies surveyed said that establishing customer relationships is the most important sales competency

50% of companies surveyed said the biggest challenge to effective training is consistency across departments

The biggest gap between L&D Departments and Sales Training is consistency across employee functions and geography in sales training

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To download the research, click here:http://hubs.ly/H05dZcl0

If you have any feedback or comments, please send an e-mail to:info@richardson.com

You can connect with Richardson:LinkedIn: https://www.linkedin.com/company/richardson Twitter: @Richardsonsales Call us: 215-940-9255Join our blog: http://blogs.richardson.com/