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New Research, Best Practices in Design and Delivery of Sales Training Programs

Richardson and Training Industry, Inc. Release New Research, Best Practices in Design and Delivery of Sales Training Programs 

Philadelphia, PA—January 16, 2015— Richardson, a leading global sales training and performance improvement company, and Training Industry, Inc. announced that it has launched a new research report, Best Practices in Design and Delivery of Sales Training Programs.

The report researched the sales training programs and initiatives that organizations are using and any patterns in how these organizations leverage external providers to assist in achieving performance goals. The study, which included 223 companies, reveals several key findings, including:

  • Only 22% of organizations’ sales training programs were rated “very” effective
  • Instructor‐led classroom training, on‐the‐job training, and on‐the‐job coaching are currently used most frequently
  • Instructor‐led online training, video‐based learning, mobile learning, and social learning are most frequently identified for planned use
  • External providers were leveraged most often for training sales representatives and managers, defining sales process, and providing L&D data/tools (e.g., CRM)

“This particular study provides a better understanding of how effective organizations deliver sales training, what they’re training, and when they’re leveraging third‐party providers,” said Tom Whelan, Training Industry, Inc.’s Director of Corporate Research. “Organizations armed with this information can make more informed decisions about where to allocate sales training resources—including strategies and practices they may not otherwise have considered.”

“Training, developing, and building the skills of the sales team is a critical element to every organization,” says Jim Brodo, SVP of Marketing for Richardson. “With the growth of digital technologies and changes in the selling market great training is critically important to every organization. This report offers valuable market information and best practice data, and will help to provide a direction where organizations can focus on to maximize their sales training investments.”

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