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The Fractured State of Enterprise Sales Enablement and Training

The FRACTURED STATE of ENTERPRISE SALES ENABLEMENT and TRAINING THE CURRENT MODEL | of sales reps & managers agree their company's sales training process needs improvement IS BROKEN 96" THE "PEER FACTOR" OF LEARNING Sales reps say learning directly from a peer and discussing sales techniques and strategies with others are the most effective training techniques. say trading advice with peers is helping them succeed 91% 97% of sales managers agree 65% of sales reps agree that sales pitch advice % from peers is more effective than training from the corporation ACCESSIBILITY/MOBILITY Sales reps want training materials to be more widely available and want to be able to access them on their mobile devices. 59% agree they would like their sales training and enablement to be more accessible for when they need it YET ONLY 15% a lways have consistent access to sales enablement materia ls on their mobile device The FACTS The biggest pain point is information retention. Coaching and reinforcement are critical to achieving sales success. "THE INFORMATION DRAIN" of information conveyed at a sales training event is 84% FORGOTTEN WITHIN 90 DAYS "PRACTICE PAYS DIVIDENDS" 88%0 when reinforced by in-field coaching by sales managers to ROI on sales training quadruples from 22% NA NA A The BLUEPRINT FOR SALES PERFORMANCE EXCELLENCE Instant access to relevant content Ability to share & discover best practices from the field Increased absorption of skills and knowledge through video Improved message consistency Ad hoc field assig nments Ongoing coaching and feed back allego Cited Sources: 2011 Huthwaite Global Survey; Sales Performance Intemational; Bersin & Assodates; Ventana Research; The Fractured State of Enterprise Sales Enablement and Training, Allego

The Fractured State of Enterprise Sales Enablement and Training

shared by tjhurley23 on Feb 11
This infographic depicts the "broken" process of sales training by companies today. The overwhelming majority of sales managers and sales reps (96 percent) believe their companies' sales traning is i...


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