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The State of B2B Sales Training [Infographic]

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Nearly half (48%) of B2B training professionals say their organization’s sales training content isn’t engaging enough to work well, according to a recent report from Brainshark.

Moreover, a quarter say the materials their company creates doesn't meet the sales teams' needs, and only 32% describe their organization’s sales training programs as effective.

B2B training professionals cite various reasons for not creating effective materials: 50% say development is too time-consuming, 31% say it's too expensive, and 24% say it's too difficult.

Below, additional key findings from the report, which was based on data from a survey of 162 B2B sales training professionals (training managers, coordinators, instructional designers, etc.) at companies of various sizes.

Common Sales Training Methods

  • 80% of respondents say their company provides live classroom training for salespeople.
  • 65% train via live Web conferencing, 67% provide on-demand training, 49% use video, and 28% train via social learning.

Sales Training Needs

  • 63% of respondents say they need to invest more in ongoing sales training.
  • 62% want more coaching.
  • 47% say they need more performance support.
  • 32% say their organization needs more onboarding training.

For more insights from the survey, check out the infographic:

About the research: The report was based on data from a survey of 162 B2B sales training professionals (training managers, coordinators, instructional designers, etc.) at companies of various sizes.


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Ayaz Nanji is an independent digital strategist and a co-founder of ICW Content, a marketing agency specializing in content creation for brands and businesses. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji

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