How often are you running sales training sessions? Maybe you’re doing it once a month, or once a quarter. Maybe you’re the sales manager leading the training scrambling for content at midnight the night before it kicks off or maybe you’ve hired an expensive consultant. You might feel good being able to tick the box that sales training is complete, but how much did it impact your team?
Because sales training is so infrequent we build up to a one-day training session and dump as much information as we can on our sales teams in 8 hours. Would we dump information on our sales prospect in one meeting then expect them to buy from us? Of course not, they want information broken down for them at the right times when it’s useful. So why is our sales training treated differently? Here is why I believe sales training is broken in B2B companies today.
Are you using your most valuable training resource?
Common practice is for training to be run by someone who is in a senior role or external with ‘experience’, but what sales professionals really want to do is learn from people who are doing their job successfully every day. 68% of reps say they would rather learn from their peers than anyone else when training. I’ve found this to be true in my experience. Sales professional crave to learn from someone who is doing the same job as them, who are performing well and achieving results. That is what inspires them to improve.