The Sales Management Association shared the results of a 2018 research. Over several LinkedIn posts so that each idea sinks in, we will have a look at 6 statistics that hopefully show what good looks like:
#2 : 68% of companies that invested in sales learning and development are seeing an increase in the percentage of quota achievement. Unfortunately, only 43% of companies provide moderate to high training to their sales force (Sales executives, SDRs, Sales Managers). Those two numbers combined give a simple image: only 29% of all companies increase their revenue, sell more, and/or at a higher price simply because they allocate time and ressources to sales training and ensure acquired knowledge is changing behaviours.
Here is the catch: 80% of companies introduce a new product or service every single year. For the sake of the demonstration, let’s say that out of the 57% of firms that do not train their sales force, we take off the 20% that never bring new offers to their own markets (should that be possible). That leaves 37%. That leaves one entire third of companies that bring out new product or service every year but do not train the people who are meant to sell it.
How is this going to work out ? And who should be blamed ?
