Every year, companies spend millions of dollars training their sales teams. In most cases, sales training doesn’t have the desired effect of increasing sales or increasing the team’s skills.
If sales associates are more knowledgeable about their products, they will sell more of their products rather than their competitors’. And, if the manufacturer provides sellers with tools that make selling easier, it can build brand loyalty and affinity.
Enablement through technology platforms and training is just the starting point for building a high-impact sales enablement system. A more complete approach includes ongoing learning and development to ensure mastery and comprehensive knowledge.
Most businesses have growth as one of their key strategic goals. Developing a growth strategy is the first step in ensuring success, and making sure you have the sales talent in place to carry out that strategy is critical.
Young millennials and Generation Z make up a large part of the retail workforce. What will it take to engage these employees and develop them into associates that provide a great customer experience and boost sales? Training is one answer.
Sales enablement has arrived in a big way, going from “What is sales enablement?” to entire departments dedicated to this effort in a relatively short period of time.
For training professionals, there’s an age-old quandary: How do adult learners like to learn? And how do you make behavior change stick once they’re back in their daily routine? This is equally true of sales training for B2B sales professionals.
The following insights are based on research that asked a group of Fortune 500 sales enablement leaders questions about 20 moments that occur in most sales cycles.