96% of sales professionals say sales training needs improvement: Study

Dive Brief:

  • Mobile video sales learning platform, Allego, conducted research on sales enablement and sales training and found 96% of sales professionals think it needs improvement.
  • Meanwhile, 65% of respondents believe advice from peers is more effective than training from their company, and 59% wanted more accessible training but only 15% reported having mobile device access to sales training material.
  • Overall the research found a disconnect between sales managers and sales reps with managers overestimating how often their teams access training materials.

Dive Insight:

One reason mobile access to training material would be an effective way for sales teams to gain continued learning is sales professionals increasingly work remotely or from field-based offices.

"When asked what would improve the sales training and enablement process at their companies, more than half (57%) of salespeople say that insights derived from real-life scenarios from reps in the field," Allego’s Jennifer Kady-Sullivan told Marketing Dive. "Marketers shouldn't interpret these findings to mean their role is obsolete however, but should align themselves more closely with Sales to capture more of that information and knowledge sales reps crave."

The research also found that 41% of sales managers believe lack of awareness of sales enablement video is why that material isn’t accessed, but 47% of sales reps reported that video training content was outdated and not helpful. However, Kady-Sullivan believes using video is crucial to building understanding, creating a common language and promoting social contact.

"Short debriefing videos created by sales people after sales calls can help marketing see firsthand which objections arose during a pitch that they may not have considered – and can help them see that, in fact, the salesperson did follow their game plan," she said. "We believe that organizations who embrace mobile video as a communications medium will be well ahead of the curve in solving the age old dilemma of the gap between marketing and sales teams."

Filed Under: Trends Video Mobile
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