Is Sales Training a Thing of the Past?

1 min read
Feb 18, 2015 11:31:36 AM

When you think of sales training today, do you immediately associate it with boring, obsolete, irrelevant training content? According to Brainshark, Inc., nearly half of training professionals (48%) say that their organization’s sales training content isn’t engaging enough to work. Furthermore, only about 1 in 3 (32%) describe their organization’s current training programs as “effective.” So, where’s the disconnect? What needs to be done to modernize and improve sales training methods? 

The key focus needs to be on getting content to sales reps at the place and time they need it. This content should be both easy to access and consume. For organizations, this often means taking advantage of rapid content authoring and updating capabilities to ensure just-in-time training delivery – to make sure that training works and sticks, and help reps be better prepared to close more deals. 

Based on key findings from a Brainshark survey, sales professionals need to improve:

  • Ongoing training
  • Performance support
  • Coaching
  • Onboarding

and allocate their training budget toward:

  • Video
  • Social learning
  • Massive open online courses (MOOCs)
  • Gamification
  • Mobile learning

It’s clear that in order to ensure that sales reps are finding content in their time of need, it has to be accessible from their phones or tablets. Organizations looking to reach reps in real time are looking to more visual, interactive mediums that deliver a great experience for the learner on any device.

So, sales training today needs some work, but since we know what needs to get done and are actively working to make the necessary improvements, the future of sales training is looking promising.

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