Four out of five companies are unable to their train reps on the skills they think they need, according to the results from Corporate Visions’ State of the Conversation Report. What does this mean, potentially? It means companies are at serious risk of falling short in what two-thirds of marketing and sales leaders believe is the most important factor in creating differentiation: your customer conversations.
By taking a pass on training, you put your team at risk of underperforming in the most crucial skills areas. And, by relying only on scheduled, classroom-based training formats—valuable though they can be—reps could wait months before addressing a skills gap.
To address the training shortfall and overcome some of the core challenges limiting training quality and accessibility, companies are going to have to think differently about the way they train their sales teams. Our State of the Conversation Report, “Beyond the Classroom: New Trends in B2B Sales Training,” looks at the trends and challenges in the current skills training landscape, and explores some new approaches to training that could help companies improve the way they train their teams today. Some of those new approaches include:
- Leveraging a competency model focused on core selling skills, instead of relying on a generic roles/responsibilities curriculum.
- Creating custom learning paths based on need and performance indicators, not “arbitrary learning plans.”
- Delivering training in a flexible format, offering virtual modules that allow you to deploy training when and where reps need it without removing them from the field.
Download Corporate Visions’ State of the Conversation Report to learn more.