Training Industry Magazine - Spring 2015 - (Page 52)

T R AC K I N G TRENDS - KE N TAY LOR VENDOR SELECTION TIPS FOR CORPORATE SAL ES TR AIN I N G Sales performance improvement and leadership development are two of the fastest growing segments for sourcing training from the supply side of the market. We are also seeing continued strength in the custom content development space as it pertains to salesforce development, so understanding what to look for in a vendor should be top of mind for training professionals. In a recent Training Industry research study, we explored several questions relating to both the propensity to include external vendors to support sales performance improvement initiatives and best practices to consider when moving through the selection process. Respondents were asked what their key priorities were for improving the effectiveness of their salesforce. The 22 FIGURE 1. EFFECTIVENESS OF CURRENT SALES PERFORMANCE IMPROVEMENT EFFORTS 70% 60% 60% 50% 40% 22.0% Very Effective 17.6% Ineffective 30% 20% 22% 16% 10% 1% 0% Very Effective 52 Somewhat Effective Somewhat Ineffective Very Ineffective percent of companies that self-assessed their programs as very effective (see Figure 1), said the key focus areas for their investments are improvements to the sales process, as well as training and coaching of the sales reps and managers. More than half of respondents (57 percent) felt that starting with the sales process was critical to improving the performance of a sales team (see Figure 2). We are encouraged to see the trend toward investing time in the sales process prior to jumping into program development. Our study reveals that 43 percent of learning leaders reported that they look to the market for help with improving the sales process. As illustrated in Figure 3, learning leaders responsible for improving sales team performance understand the value of leveraging external training providers for traditional program development and delivery, as well as for critical success factors to any sales transformation, such as reviewing the sales process and integrating the right data and tools. Seeking guidance in both of these areas prior to developing the program can actually be critical to maximizing the impact of your sales transformation investment.

Table of Contents for the Digital Edition of Training Industry Magazine - Spring 2015

Soft Skills Make Up Vital Part of Corporate Training
Table of Contents
Guest Editor: Leadership: The Artichoke Effect
Focusing on Mindsets and Attitudes
The Importance of Soft Skills For Trainers
Social Simulators Bring Training to Life
The Power of Storytelling in Organizational Development
Leading Change with Resilience
Why Perspective Selling Makes Sense
Harnessing the Power of Teamwork
Collaborate to Innovate: Building an Innovation-Friendly Business Culture
Are You Using the Best Metrics to Evaluate Your Skills Training?
Influencing into the Future
Culture: The Enemy at the Gate of Innovation
Casebook: T-Mobile: Answering the Call for Leadership Development
Leadership is an Inside Job
Vendor Selection Tips for Corporate Sales Training
Checking Your Motivation to Lead
The Real ROI of Leadership Training: Soft Skills Lead to Hard Results
Closing Deals
Company News
What's Online
Training Talk

Training Industry Magazine - Spring 2015