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Firms Capable of Diagnosing Salesperson Skills Gaps Outperform Other Firms by Eleven Percent in Meeting Sales ObjectivesBURLINGTON, Mass., Aug. 13, 2019 /PRNewswire/ -- Qstream, makers of enterprise-grade mobile microlearning software that reinforces training content and drives behavior change, today announced results of a new research report from the Sales Management Association (SMA) on emerging practices in sales training and development. Six in 10 organizations surveyed report plans to significantly increase L&D spending over the course of the next three years, with the main focus being a broader expansion of L&D modalities that layer new approaches over traditional formats. Yet, only 23% of firms consider their current sales training programs to be effective. "It seems like a paradox that the majority of organizations surveyed are increasing their investment in L&D, yet are largely disappointed by the effectiveness of their sales training programs," says Qstream Vice President of Global Sales, Gary Greenberger. "This research highlights that sales management, training and enablement leaders need to adapt sales L&D initiatives and technology quickly so that it is collaborative, continuous and customized. This is a critical business imperative since the SMA's data showed organizations with effective sales training initiatives reap a 32% sales performance advantage vs. organizations with less effective programs." "Our research shows that sales organizations are remaking themselves - in the next three years, 92% expect changes in strategy, structure and, more fundamentally, the ways their salespeople create value," says Bob Kelly, Chairman of the Sales Management Association. "This is an existential crisis for many sales forces, and it helps explain why so many are ramping up L&D investments. At the same time, new technology is reimagining learning content delivery, and offering significant value in training costs, speed, and quality as a result. In fact, these shifts in sales L&D are arriving at the sales organization's greatest hour of need to learn and develop." Key Research Findings: The SMA research identifies five specific areas of focus correlated with high levels of improved training effectiveness and higher sales performance. These include:
For additional information, the full SMA and Qstream "Emerging Trends in Sales Force Learning and Development" report can be viewed HERE. Research Methodology: This research represents summarized data from 92 participating firms, directly employing more than 44,000 sales professionals. Data was collected from an internet-based survey developed and published by the Sales Management Association. Responses were collected between January and May 2019. The analysis represents all accepted responses, after edits and exclusions. About Qstream Developed at Harvard Medical School, Qstream's mobile microlearning enterprise-grade application makes it easy for businesses to deliver, reinforce, track and analyse sales knowledge, proficiency and engagement. Grounded in science and proven in the field, Qstream effectively develops long-term knowledge retention, skills and behaviors in minutes-a-day with measurable impact on performance. By surfacing valuable insights on knowledge and skills gaps, sales managers and enablement leaders know exactly who, what and when to coach to improve individual and team results. With hundreds of enterprise customers globally, including Mastercard, Pfizer, and Autodesk, Qstream is trusted by learning and business leaders in knowledge-intensive and regulated industries to build teams that excel. To learn more, visit Qstream.com, and connect with us on Twitter and LinkedIn. Media Contacts: Celena Fine
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