Sales Training 2011
Best Selling Practices for the Upcoming Year
Despite the recent recession and lingering questions about business stability, sales training has emerged as a consistent, growing imperative among companies seeking to beat out the competition. Aberdeen research conducted in 2009 and 2010 has revealed a continuous rise in sales training spend among survey respondents, most recently revealed in Sales Training: Deploying Knowledge, Process and Technology to Consistently Hit Quota (September 2010). In this study, the Best-in-Class firms (those with the most reps achieving quota, and growth in revenue and average deal sizes) reported an average current training spend of 5% higher than the previous year, compared with 1.3% among Industry Average companies and 0.4% for Laggards. The planned future spend, into 2011, was also similar, at 4.0% more among the Best-in-Class, versus 2.2% and 1.6% among the Average and Laggard respondents. If 2011 research yields similar growth rates, how will the new funding be spent?
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Table 1 (above) details an effective way to overcome obstacles and pressures within the sales industry. Best-in-Class companies utilize the PACE Framework to develop their sales training. In order to maintain Best-in-Class status, understanding Pressures, pin-pointing Actions to improve pressures, finding Capabilities to take those actions, and implementing Enablers to move forward are vital to success.
How Demand Metric Can Help
Looking to standardize or improve your sales training for this year? Take a look at these tools:
Sales Person Skills Assessment
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