Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training.
So many options, yet so few results.
Every year, sales organizations spend between $500 and thousands of dollars per salesperson on training, yet overall sales effectiveness remains stagnant at best.
The problem is that most sales organizations continue to buy sales training the way they always have. And that’s a problem.
Here are 5 reasons you can’t keep buying training the way you used to. Then I’ll share what to do instead.
These five factors in the industry pose significant challenges to sales organizations that want to see real returns on their training investment. They simply can’t afford to buy training like they used to.
To address sales training challenges, organizations have to start taking a holistic approach to sales enablement.
Start with strategy and process—aligned with the buyers that you can best serve—and make it actionable with simple, flexible technology built specifically to support sales enablement. Partner with sales consultants and trainers who are skilled and willing to collaborate with your team and others to create a holistic solution in which all the elements of your sales organization work together for constant improvement.
We designed our partner program and the Membrain Editions, like the Value Selling System from Inflexion Point, to provide exactly that. Membrain selectively partners with high-quality trainers and consultants to provide a total sales effectiveness package. Our editions allow our partners to build their client processes and methodologies directly into the tool, which becomes the daily workflow and the CRM for their clients. It includes reinforcement and analytics to make training stick and respond to changing customer behavior.
This program allows organizations to choose the flexibility and tailored approach of a small or medium-sized training firm, while still having access to a complete, 360-degree solution. And, better than the offering of a giant conglomerate, you don’t have to buy more than you need in order to get what you want.
You can choose an approach from our menu of editions, or you can choose your trainer or consultant and let them drive the process. If you already have a trainer you love, but they don’t have a technology partner like Membrain that makes it easy to execute and reinforce training, you can introduce them to Membrain and we’ll show them how a partnership benefits them and you at the same time, and help you all get set up.
What do you think? Is embedding process, methodology, and technology the way to make strategy and training to stick, and to make your way of selling become your competitive advantage? We think so.
George is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto "Don't settle for mainstream", he is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book Stop Killing Deals and the host of the Stop Killing Deals webinar and podcast series.
Find out more about George Brontén on LinkedIn