More than half of companies worldwide are failing to train their salespeople with the right skills, according to a new study by marketing and skills firm Corporate Visions.
The State of the Conversation, “Beyond the Classroom: Trends in B2B Sales Training”, report found that just 21 per cent of employers were investing in the personal development of their staff. While 45 per cent of respondents said instructor-led training was the most effective training method.
The report, which surveyed nearly 300 companies globally, revealed that 56 per cent of respondents believed taking salespeople out of the field was the greatest barrier to providing proper training.
While 37 per cent cited budget restraints as the biggest obstacle to training access.
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Tim Riesterer, chief strategy officer of Corporate Visions, said: “In-person training is still considered the best form for teaching ‘soft’ selling skills that improve pipeline growth, proposal success, as well as negotiations, but there are real pressures forcing companies to explore other alternatives.”
The survey found that more than half of those surveyed blamed pressure to keep salespeople in the field for neglecting training. Companies relied too much on managers to determine annual employee development plans.
Riesterer added: “The growth anticipated around virtual training modalities shows that companies need more flexible, competency-based training formats that give reps skills training when and where they need it, without removing them from the field.”
