Raleigh, NC – October 15, 2018 – Training Industry, Inc. and Richardson have released a new research report investigating the perceptions of strategic sales training programs.

The study, exploring data from 367 sales professionals across a range of industries, provides insights about what sales professionals find effective (or ineffective) in the structure of a sales academy, including these findings:

  • The most impactful sales training relies on structured learning paths rather than on-demand training.
  • Understanding the needs of buyers and nurturing customer relationships are critical skills in today’s selling environment.
  • Effective, outcome-oriented sales training focuses on long-term performance goals.

The full report, “How to Build an Effective Sales Academy: The Sales Professional’s Perspective,” is available to download online.

“This study helps learning leaders build a complete picture of the capabilities and tools that selling organizations need to succeed today,” said Tom Whelan, Ph.D., Training Industry, Inc.’s director of corporate research. “The benefit of a sales academy is that it ensures sales professionals are working from the same group of core skills and competencies. Companies can match content with different delivery modalities to maximize learning outcomes as well as to offer learners options for how to engage with training material. Our study underscores the point that sales is not a one-size-fits-all type of job, and an effective sales academy does not try to force it to be.”

About Richardson

Richardson is a global sales training and performance improvement company focused on helping you drive revenue and grow long-term customer relationships. Our market-proven sales and coaching methodology combined with our active learning approach ensures your sales teams learn, master and apply new behaviors when and where they matter most – in front of the buyer.

Get to know us and learn about how we help drive the world’s most inspiring sales organizations to their next level of excellence.

For more information, go to www.richardson.com.

About Training Industry, Inc.

Training Industry, Inc. spotlights the latest news, articles and best practices within the training industry. Its 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 www.trainingindustry.com.