by Calvin Smith
According to a recent study conducted by Showpad, British organizations are failing to equip their sales staff with the proper coaching and training that is required to close more deals. Moreover, many British organizations are failing to secure renewals with current clients and are missing out on opportunities to sign new clients. While the study is particularly focused on just British organizations, this study is also reflective of the sales coaching and learning category as a whole worldwide. Although an emerging category, sales coaching and learning offers many benefits to sales organizations, but a very few percentage of organizations have identified and deployed a sales coaching and learning approach.
This blog will provide a brief recap of the study, give an overview of sales coaching and learning, and how your organization can get started with your sales coaching and learning approach.
What Is Sales Coaching and Learning?
Sales coaching and learning (SCL) is a relatively new market that Aragon has been covering extensively since the beginning of 2019.
Sales coaching and learning combines traditional training methods with new ones, such as just-in-time quizzes, online role plays, and manager dashboards that track activity and who needs help. Many sales coaching and learning offerings leverage microlearning, which helps improve knowledge retention.
SCL empowers your sales reps, sales managers, and sales organization as a whole, by providing tools and resources to help onboard new sales reps and also identify challenges that might be in the way of growing a healthy pipeline.
“Adopting a sales coaching and learning approach is a game changer for any sales representative or organization,” notes Aragon Client Success and Sales Manager James Lundy. “Legacy tools are no longer effective and adopting a sales coaching and learning platform can give your sales team a competitive advantage.”
The art of onboarding, training, and coaching a new sales rep is not new. However, sales coaching and learning platforms offer sales organizations a better understanding of where their new sales reps stand in the learning journey.
Has your sales organization invested in a sales coaching and learning approach?
The Sales Coaching and Learning British Study
According to the Showpad study, more than a quarter of British organizations are neglecting any type of training for their sales teams. However, the irony in the article is that it cites that more than half of all firms polled in the study admitted that training and coaching is “crucial for business.”
So why are British firms failing to incorporate any type of training methods? Well, they are (65%), but they’re deploying legacy training methods that have proven to be ineffective in helping sales reps retain the information they need in order to excel in a sales position.
Sales coaching and learning is the new wave of onboarding and training new sales reps. From this study, it can be concluded that there is not a lack of belief behind training new sales reps, but that British firms have yet to acknowledge the success behind a sales coaching and learning approach.
Bottom Line
It’s not too late to start investing in your sales organization and adopt a sales coaching and learning approach. The pressure is mounting on sales teams to deliver and close deals. Don’t fall victim to legacy tools to onboard your new sales reps. Aragon has helped many technology providers and technology users with their sales coaching and learning approach. If you’re ready to get started with your approach, schedule your complimentary consultation today!