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:
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