Raleigh, NC – November 18, 2016 – Training Industry, Inc. and Richardson have released a new research report investigating the alignment of sales competencies with L&D initiatives.
The study, which included 228 companies, reveals several key findings, including:
- Customer needs are the most prominent focus of strategic planning on sales competencies.
- Only about 25 percent of salespeople are “always effective” at prospecting, closing and expanding sales opportunities.
- The largest sales competency gaps were found to be in the areas of targeting buyers, prospecting opportunities, knowing the market and understanding customer needs.
The full report, “Aligning Sales Competencies in L&D,” can be downloaded here.
“This study provides a better understanding of how companies are approaching sales competencies,” said Tom Whelan, Ph.D., Director of Corporate Research at Training Industry, Inc. “One of the most intriguing parts of this research were the findings that showed how competencies are valued relative to each other, and in turn how effectively they’re being developed. These results suggest that many companies are doing things right when it comes to sales competencies, though there is plenty of room yet to grow in terms of training effectiveness.”
Ken Taylor, President of Training Industry, Inc., emphasized the changing nature of the sales cycle. “As the sales landscape has evolved, so have buyers,” said Taylor. “The results of this research support the idea that salespeople need to be able to engage with their customers at all stages of the sales cycle. The sales pipeline has more points of entry, and effective sales training has to prepare employees to navigate the entire continuum.”
About Richardson
Richardson is a global sales training and performance improvement company. We have more than 30 years of experience creating customized solutions that build organizational ability and improve individual skills necessary to grow profitable sales.
We work with some of the largest and most sophisticated companies in the world, and we have won numerous awards. We create solutions that fit your unique culture and situation, helping you execute strategy through your sales force.
Please visit us at www.richardson.com to learn more about how we help our clients deliver and sustain high-impact sales training solutions.
About Training Industry, Inc.
Training Industry, Inc. spotlights the latest news, articles, case studies and best practices within the training industry. Training Industry, Inc. research captures the collective wisdom of learning professionals, revealing fresh data on trends and practices in the evolving training market.
For additional information on Training Industry, Inc. research, email info@trainingindustry.com or visit stagingweb.trainingindustry.com.
