Training Industry, Inc. and AXIOM Sales Force Development, LLC have released a new research report examining how organizations sustain the impact of their sales training initiatives, particularly using coaching techniques.
With the participation of more than 120 companies, the research report reveals several key findings, including:
- Approximately 65% of respondents believe that their companies coaching programs are effective at sustaining the impact of sales training.
- Effective companies provide more formal sales training and more consistent sales coaching, as opposed to the informal, ad hoc training offered by ineffective companies.
- Effective companies devote more to the sustainment of sales training than to planning and delivery.
- Effective companies consistently measure the impact of sales training, using skills gap analysis three times as often as ineffective companies.
“This research verifies what we have found. To truly transform and optimize sales performance, you need training, technology, and content to work together to impact sales behavior within the sales management rhythm,” says Bob Sanders, CEO and President of AXIOM Sales Force Development. “In the past, companies would send their people to sales training over weeks and months. Now, sales training averages 2-4 days. Sales enablement tools to manage the sales process and re-enforce learning are no longer a “nice to have,” but a requirement for driving sustainable change and business impact.”
“This particular sales training study allowed us to better understand how organizations sustain the impact of their sales training, and highlighted the practices, tools and technologies, and measurement techniques used by effective companies,” says Jessica Eure, Training Industry, Inc.’s Research Manager.
“Our industry research reaches approximately 160,000 global training executives and professionals,” says Ken Taylor, Training Industry Inc.’s Chief Operations Officer. “By engaging learning leaders from a range of industries, we ensure that our research accurately reflects current industry trends and addresses the challenges and best practices shared by professionals in the corporate training space.”
About AXIOM Sales Force Development, LLC
For more than twenty years, AXIOM has been elevating the sales profession by transforming the way sales organizations engage with customers and sales managers lead and coach. AXIOM clients enjoy unique solutions that combine sales methodology, integrated software solutions and implementation, and consulting services that deliver exceptional results including improved customer satisfaction, increased revenue and margins, and lower customer and sales team churn. To learn how AXIOM can help you build a world-class sales organization, visit www.axiomsfd.com or call toll free 800.933.8503 (outside US call 972.497.2450).
About Training Industry, Inc.
Training Industry, Inc. spotlights the latest news, articles, case studies, and best practices within the training industry. Training Industry, Inc. research captures the collective wisdom of learning professionals, revealing fresh data on trends and practices in the evolving training market. For additional information on Training Industry, Inc. research, email firstname.lastname@example.org or visit www.trainingindustry.com.