2021 continues to be tough for many businesses and their salespeople. They are feeling the strain with only 22% expected to meet their end of year revenue goal. Buyers are also finding it tough at the moment. They have to be 100% confident that any investment will deliver results, but they are faced with lots of options from their providers – many of which sound the same. How do they choose who to buy from? It’s increasingly the experience with the salesperson that is the deciding factor, and that’s why they need sales training that actually works.
This means that salespeople need to do better than ever before. A poor sales experience just won’t cut it anymore.
Sales training that actually works should be the answer. According to BridgeGroup, continuous sales training results in 50% higher net sales per employee. However, unfortunately, most sales training simply doesn’t work. Research by Xerox shows 87% of new skills are lost within a month of sales training. With L&D budgets tight and the stakes so high, choosing the right training solution is vital.
Most training is ineffective because it fails the needs of salespeople in three core areas:
Training workshops consist of outdated and poorly delivered content which has been designed for the feedback form- not for driving behaviour change.
Most training delivers too much content via one-off sessions. This makes it virtually impossible for learners to remember everything they’ve been told so it just gets forgotten, and they go straight back to doing what they did before.
Sticking with the status quo is easier for salespeople so they need to be encouraged to be brave and put what they’ve learnt into practice. However, that encouragement is normally lacking- there is little personal feedback or accountability and they can’t hear or see examples of best practice so they don’t do anything differently.
Developing salespeople is hugely important right now but it’s not easy to get right. If you would like to learn more, you can download our new Whitepaper- ‘The Future of Sales Development’ or get in touch with the team.
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The numbers are damning – 87% of new skills are lost within a month of sales training.
Flume’s new whitepaper looks at why this is happening and identifies how to ensure training has a lasting impact on your sales team and increases revenue.
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Call AI: The sales coaching technology you need in 2022
22nd February 2022
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2nd February 2022
Sales Engagement Summit – Hosted by Raoul
16th December 2021
How business development reps can give buyers the confidence to say yes
3rd December 2021
The biggest mistake sales development reps make (and three things you should do instead)
9th November 2021
Five myths you need to know about customer success teams
11th October 2021
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1st September 2021
Outcome Based Selling
3rd August 2021
Why most sales training doesn’t work and what to do about it
1st July 2021
3 reasons why writing a proper proposal is worth your time
18th March 2021
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26th February 2021
Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
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4th January 2021
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26th November 2020
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13th November 2020
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1st November 2020
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5th October 2020
3 steps for monetising virtual events
15th July 2020
18th May 2020
5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
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15th April 2020
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6th April 2020
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31st March 2020
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30th March 2020
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25th March 2020
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17th March 2020
How to accelerate your sponsorship revenue
17th February 2020
How selling to the individual increases your chance of them buying by 2x
7th February 2020
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2nd January 2020
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18th November 2019
Questions that drive more sales
15th November 2019
How to speed up prospect decision making… PART TWO
21st October 2019
How to speed up prospect decision making – PART ONE
14th October 2019
The biggest mistake salespeople make… and how to avoid it
26th July 2019
You have the right to demand more ROI from your sales training (and here’s how you get it)
16th May 2019
How to grow customer accounts this year
22nd March 2019
5 big sales mistakes from this year
23rd December 2018
How to turn the marketing trust crisis into sales opportunity
5th October 2018
Why is it so hard to find great business development talent?
21st September 2018
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12th July 2018
The Peter Principle: Great Salesperson, Crap Manager
25th June 2018
The ‘great deal graveyard’ and how to avoid it
8th June 2018
The secret to selling in today’s market: Old-school to New-school
22nd March 2018
Why people DON’T buy from people they like
28th February 2018
What salespeople can learn from Nike
5th February 2018
Why “yes” doesn’t mean YES
26th January 2018
Take charge of your sales career in 2022
15th January 2018
How sales and marketing must work together to deliver results: tips from the front line of B2B selling
20th July 2016
6 facts and stats B2B sales people cannot ignore
26th May 2016
The amazing power of stories and 5 ways to make them sell
15th October 2015
The trouble with Blitz Days and how to increase their effectiveness
7th October 2015