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Organizations invest substantially in sales training and development. With estimates of the global sales training market exceeding $2 billion annually, the importance of sustaining the impact of that investment cannot be overstated. To address this need, Richardson and Training Industry, Inc. surveyed one hundred and ninety-three companies in October 2013 with the goal of identifying common approaches used before, during, and following training to ensure the impact of training is sustained. This report summarizes these results and highlights recommended strategies for maximizing the impact of sales training over time.
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Copyright © 2014 Richardson. All rights reserved.
PRESENTED April 7, 2023
Copyright © 2014 Richardson. All rights reserved.
Copyright © 2014 Richardson. All rights reserved.
The StudyWith estimates of the global sales training market exceeding $2 billion annually, the importance of sustaining the impact of that investment cannot be overstated.
Richardson and Training Industry, Inc. surveyed 193 companies in October 2013, with the goal of identifying common approaches used before, during, and following training to ensure the impact of training is sustained.
The report summarizes these results and highlights recommended strategies for maximizing the impact of sales training over time.
Copyright © 2014 Richardson. All rights reserved.
The Goal: Sustainment
sales professionals will sustain profit levels and drive revenue growth
businesses invest in sales training development
IF THEN
… BUT FOR HOW LONG?
Copyright © 2014 Richardson. All rights reserved.
EE
The Facts
Only 32% of respondents rate their organization effective or very effective at sustaining the impact of their sales training program.
Organizations that use gamificaion
Are 38% more likely to be rated
as effective
Sustain training impact 97 days
longer
Effective companies are more likely to use sales
management process optimization
3X
Effective companies are more likely to establish post-
training development plans and prepare leaders to lead change
2X
Copyright © 2014 Richardson. All rights reserved.
The Plan
Effective companies sustained the impact of training 63% longer than ineffective companies.
HOW DID THEY DO THAT?
Utilize gamification
and competition
Use mobile and tablet
reinforcement
Evaluate and provide
individual feedback on
training
Evaluate and provide
individual feedback on
training
Copyright © 2014 Richardson. All rights reserved.
The Training Cycle
Sustain the impact of sales training by engaging in strategies throughout the training cycle.
