In 2008, more than 40% of sales reps missed their annual sales quota, according to a study conducted by CSO Insights. What’s more, turnover among sales people last year was nearly a third. The numbers reflect the woeful lack of sales training in the industry, which seems to be getting worse.
The reasons for the lack of sales of training are rife: no executive sponsorship; no reinforcement and minimal to no investment (you get what you pay for). As Dave Stein, CEO of research and advisory firm ES Research, put it: the state of sales training is bleak. However, if sales managers are willing to shift their mindset about sales training, there are tangible ways of improving the lot.
In this Webinar, presented by ZoomInfo earlier this week, Stein presents what he calls a collaborative, strategic approach to sales performance and sales training, going so far as to reinforce the traditional definition of “strategy.” Stein methodically discusses, among other areas, how to identify gaps in sales effectiveness, approach and infrastructure; how to evaluate sales training partners; how to build or repair sales tools, infrastructure and support and how to train sales teams on new processes.