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Sales Training vs Development Intelligence

5 min read

Development is more than just learning.

With the golden age of sales tech upon us, the sales training market is thriving currently, with a projected market growth of $4.2billion between 2020-24

In the wake of the pandemic, we’ve been left with a rapidly digitising, tech-driven sales space in which sales training is ubiquitous. Be it training on specific methodologies like Challenger and MEDDPIC, or fine-tuning key sales skillsets, sales training is an essential component of any modern sales strategy in 2021. 

According to the Harvard Business Review:  

“U.S. companies spend over $70 billion annually on training, and an average of $1,459 per salesperson” 

This level of investment in training and development is huge, and proportionally a much larger investment than any other business function. However, recent research from Xerox has found that, shockingly, reps will forget 87% of what they were taught. 

Whilst there are endless tutorials and blogposts about how to ensure information and learning retention, time is a key factor for sales leaders. According to 2018 Gartner data, sales leaders only get to spend 9% of their time coaching their reps. 

Sales leaders have precious little time to coach their team, and running constant refresher sessions on learning just isn’t something they have the time to do. If you’re a sales leader, you’ll know precisely what we’re talking about. 

So what’s the solution?

A new alternative is development intelligence. 

Every sales leader wants to build a loyal, high-performing team that consistently hits quota. But the standardised models of sales training are costly, time-consuming, and arguably inefficient!  

Development intelligence helps sales teams scale revenue growth and development. It isn’t purely about sales training and content, it’s about results too.

Development intelligence provides a structured approach for sales leaders to define and communicate what good looks like to the team, recommend highly specific coaching and development recommendations and then measure improvements in skill areas over time. 

All of this is possible in under 15 minutes of set up. 

Alongside continuous coaching and content recommendations Development Intelligence collates data from your remote team to identify skills gaps, recommends development opportunities, and measures the progress of all your training and coaching efforts.

The end result is that coaching conversations are driven by data, development is highly personalised -rather than one-size fits all - and sales leaders achieve this whilst saving 41 hours per quarter in admin time. 

If you are interested in piloting development intelligence to help your team realise their potential, request a free trial here.

Image credit: JESHOOTS.COM

Written by:

Richard Lowe

Published on:

October 18, 2021

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