Of course, when more sellers are closing more deals, that’s going to lead to more revenue growth. With a strong program, you can create an entire team of sellers that are equipped to close deals and meet quota. That means the vast majority of your reps will miss their sales quotas quarter after quarter. Today, many sales leaders buy into the 80/20 rule, which is the outdated notion that 80% of sales will be driven by 20% of your reps. There are many benefits of sales training.
All reps – from the newest to the most seasoned – need ongoing training to ensure they’re up to speed on these changes and ready for whatever comes at them in the field. Products, markets, competitors, and priorities are constantly changing.
In addition, it’s important to remember that change is the only constant – both in life and in sales. Ongoing training (what we at Mindtickle refer to as “ everboarding”) ensures learning sticks – and that sales reps are actually applying what they’ve learned to drive sales. Per Gartner, sellers forget 70% of the information they learn within just one week of training. In fact, they’re going to forget most of it. Even if you’ve built a great, engaging sales onboarding program, new reps are going to forget some of what they’ve learned. Why? There are a few important reasons.įor starters, sellers are thrown a lot of information during sales onboarding. However, sales training shouldn’t stop there. Per Aberdeen Research, a mere 37% of companies extend their programs beyond the first month. When it’s effective, onboarding can have a large impact on key business outcomes.īut all too often, it ends at onboarding. It makes sense why organizations invest in sales onboarding. Sales onboarding is an important way to get new reps up to speed with your organization, products, and goals – as well as the role they’ll play in achieving those goals. Go beyond sales onboardingĪt most organizations, the sales training journey starts with onboarding. Sales training is the practice of ensuring your sellers have the knowledge, skills, and competencies they need to be ready for every step of the sales journey – from prospecting to closing the deal. Sales training: What it is and why it matters Sales training: What it is and why it matters.
Read on to explore what it is, why it’s a key piece of the sales readiness puzzle, and what you can do to improve its effectiveness at your organization. You’ve got to provide training to ensure each of your reps is always prepared for whatever comes their way in the field.īut what exactly is sales training? And if you’ve hired great fit sellers, why does it even matter? As a sales enablement leader, you need to build up a program that’s both scalable and personalized. Simply hiring more sellers is not the solution. (Yes, you’re probably sick of hearing that by now.) Sales enablement leaders are faced asking themselves: what is the best sales training and how can I ensure my current sellers have what they need to meet revenue goals this quarter? It’s a tough time for sales leaders: as budgets are cut, sales teams are expected to do more with less.
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