The KnowledgePool Learning Discoveries Club has just released a great paper looking at Sales training best practice. This is what Rachel Firsht had to say in the forward:
The sales landscape is changing. The market has become more complex, with modern channels and new routes to the customer.
This shift has pushed companies to give more thought to an appropriate training intervention for their sales workforce, ensuring it is linked to service, process and business values. Key to this is the focus on different sales roles, and matching development programmes to the relevant skills and capabilities needed to be successful.
We have identified three fundamental trends within training; the rise of the ‘challenger’ role, increased focus on the end-to-end sales process and the alignment between sales and the rest of the business.
There is a growing weight of evidence demonstrating the success of a structured approach to sales training. As a result, training spend for sales is on the rise. An increasing number of companies are seeing the value in this type of expenditure, recognising it as a core investment for improving business performance.
Want to read more?
Request to become a free member of the Learning Discoveries Club to read past and future LDC whitepapers and to recieve invites to free Innovation day events; with presentations from represntitives from accross the L&D industry and opportunities to network and share ideas with your peers.
Click here: www.knowledgepool.com/ldc to find out more...
Phil
