Is Sales Training Enough Today?

Are you finding it difficult to get time-constrained reps ramped up on various products and ready to sell? It’s even harder with boring, obsolete, and irrelevant training content. According to Brainshark, Inc., nearly half of training professionals (48%) say that their organization’s sales training content isn’t engaging enough to work. Furthermore, only about 1 in 3 (32%) describe their organization’s current sales training programs as “effective.” According to a Brainshark survey, sales training materials today are:

  • Too time-consuming to create – 1 in 2 (50%)
  • Too hard to create – 1 in 4 (24%)
  • Too expensive to create – 1 in 3 (31%)
  • Too hard to update – 1 in 3 (32%)
  • Obsolete by/before delivery time – 15%

These difficulties in refreshing training content are likely impeding necessary updates and highlight a startling discrepancy between what needs to get done and what’s actually getting done. So, what needs to be improved upon in this age of lack-luster sales training? “Engaging, timely content that is accessible when needed is vital to sales training and overall sales success,” said Brainshark CEO Joe Gustafson. “… with stimulating sales content that’s both easy to access and consume. For organizations, this often means taking advantage of rapid content authoring and updating capabilities and ensuring just-in-time training delivery – to make sure that training works and sticks, and help reps be better prepared to close more deals.”

Sales professionals need to improve:

  • Ongoing training
  • Performance support
  • Coaching
  • Onboarding

and allocate their sales training budget toward:

  • Video
  • Social learning
  • Massive open online courses (MOOCs)
  • Gamification
  • Mobile learning 

To be successful, sales reps need to be able to find content at the time and place they need it – and that is frequently from their phone or tablet. Organizations looking to reach reps at the moment of need are looking to more visual, interactive mediums that deliver a great experience for the learner on any device. So, sales training today needs some work, but since we know what needs to get done and are actively working to make the necessary improvements, the future of sales training is looking promising.

People tend to learn best when information is presented in an engaging, informative, timely manner – right before their eyes. Want to uncover visual learning best practices? Download our COMPLIMENTARY eBook!

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