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PRESENTED February 12, 2014
Copyright © 2014 Richardson. All rights reserved.
The Study
With estimates of the global sales training market exceeding $2
billion annually, the importance of sustaining t...
The Goal: Sustainment

IF

businesses invest in
sales training
development

THEN

sales professionals
will sustain profit
...
The Facts
Only 32% of respondents rate their organization effective or very effective at
sustaining the impact of their sa...
The Plan
Effective companies sustained the impact of training
63% longer than ineffective companies.

HOW DID THEY DO THAT...
The Training Cycle
Sustain the
impact of
sales training
by engaging
in strategies
throughout
the training
cycle.
Copyright...
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Strategies for Sustaining the Impact of Sales Training

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Organizations invest substantially in sales training and development. With estimates of the global sales training market exceeding $2 billion annually, the importance of sustaining the impact of that investment cannot be overstated. To address this need, Richardson and Training Industry, Inc. surveyed one hundred and ninety-three companies in October 2013 with the goal of identifying common approaches used before, during, and following training to ensure the impact of training is sustained. This report summarizes these results and highlights recommended strategies for maximizing the impact of sales training over time.

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Transcript of "Strategies for Sustaining the Impact of Sales Training "

  1. 1. PRESENTED February 12, 2014 Copyright © 2014 Richardson. All rights reserved.
  2. 2. The Study With estimates of the global sales training market exceeding $2 billion annually, the importance of sustaining the impact of that investment cannot be overstated. Richardson and Training Industry, Inc. surveyed 193 companies in October 2013, with the goal of identifying common approaches used before, during, and following training to ensure the impact of training is sustained. The report summarizes these results and highlights recommended strategies for maximizing the impact of sales training over time. Copyright © 2014 Richardson. All rights reserved.
  3. 3. The Goal: Sustainment IF businesses invest in sales training development THEN sales professionals will sustain profit levels and drive revenue growth … BUT FOR HOW LONG? Copyright © 2014 Richardson. All rights reserved.
  4. 4. The Facts Only 32% of respondents rate their organization effective or very effective at sustaining the impact of their sales training program. Effective companies are more likely to establish posttraining development plans and prepare leaders to lead change Effective companies are more likely to use sales EE management process optimization Copyright © 2014 Richardson. All rights reserved. 2X Organizations that use gamificaion 3X Are 38% more likely to be rated as effective Sustain training impact 97 days longer
  5. 5. The Plan Effective companies sustained the impact of training 63% longer than ineffective companies. HOW DID THEY DO THAT? Evaluate and provide individual feedback on training Utilize gamification and competition Copyright © 2014 Richardson. All rights reserved. Use mobile and tablet reinforcement Evaluate and provide individual feedback on training
  6. 6. The Training Cycle Sustain the impact of sales training by engaging in strategies throughout the training cycle. Copyright © 2014 Richardson. All rights reserved.
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