Last week I delivered a webinar for ASTD’s Sales Training Drivers. The subject was the 2011 ASTD Report: Accelerating Revenue Through Learning: Developing Sales Teams That Win, which ESR co-authored with ASTD. ESR sponsored the Report as well. That webinar presentation is archived here. Although you can download the slides below, I strongly suggest you listen to the archive of the event. There are a lot of details I cover verbally, and some of the questions were terrific.
John Pierce from ASTD interviewed me in advance of the event. Here is the interview: Why 50% of Sales Organizations Underperform.
For those of you who are interested in statistics, there are more than enough to ponder in the Report. Here’s a little taste:
One question posed in the survey: “For me to become a trusted business advisor with my clients and prospects, the sales training I receive should be focused on:”
- 77.9% indicated, “How to manage the customer’s perception of value.”
- 71.2% indicated, “Thinking more strategically.”
- 70.5% indicated, “Being a better consultant.”
- 67% indicated, “Defining and positioning solutions.”
(Percent of respondents answering “high extent” or “very high extent”)
Another sobering statistic: 56 percent of salespeople in the survey said they receive no formal sales training.
Here are the slides: Webinar: 2011 ASTD Report on Sales Training
