While most organizations do provide initial training for their sales force, only 44% of organizations use post-training reinforcement to provide long term support for their sales teams, according to the Aberdeen group. But, how can salespeople, especially new hires, be expected to beat expectations without post-training reinforcement? That is, how can individual salespeople improve their performance quarter-over-quarter without long-term education and sales performance support that changes dynamically to meet customer demands and expectations?
So, if you work for one of the “all others”, how do you get started in investing in “skilling-up” your sales force?
Enter the LMS
The best sales intelligence is only useful if it’s manageable, accessible and relevant. Best-in-class companies consistently lead under-performers through aggressive and effective use of mobile and digital tools to manage sales assets.
Enter the Learning Management System, or LMS. With a flexible, modern LMS, the creative possibilities for delivering maximum-impact post-training reinforcement can be limitless. For example, use your LMS to reinforce lifelong sales learning by:
And, that’s just a start toward generating ideas to reinforce sales training to engender continues sales learning while focusing on the bottom-line numbers.
Focus on the Numbers
When it comes to sales, the numbers don’t lie. When you see the tangible gains that companies realize from engaging in post-training reinforcement with their sales teams, it’s clear that a long term training strategy results in optimum sales performance.
Gauri Reyes is a talent developer and learning leader with extensive experience in roles ranging from software management to managing the learning function in organizations. She is Principal Learning Strategist and CEO at Triple Point Advisors and Founder of the YOUth LEAD program. Follow her on Twitter, LinkedIn or Google+.