Early this morning, Gerhard Gschwandtner posted an entry entitled “How Will Sales Training Change in 2010?” to the Selling Power blog. The post features many educational and thought provoking comments from a conversation shared between Gerhard and SAVO customer Ken Powell, VP of Sales Learning and Performance at ADP.
In the piece Gerhard shares a prediction from Ken that:
“…the recovering economy will require a significant adjustment in determining what to train on and how to train salespeople. He also predicts that sales organizations will risk losing their top sales producers to more progressive companies that have successfully transitioned and adapted to the new realities.”
Later in the piece Ken points out that it is not only the economy that is driving change, there has also been a major shift in the importance of how you sell versus what you sell.
“In today’s market, 75 percent of sales success depends on how you sell and 25 percent on what you sell.”
So how are organizations like ADP redefining training to align with new expectations of sales success? By focusing on approaches that work the way their employees – in this case Millennials – work. Says Gerhard:
“To move ADP’s learning process from a “delay-based” system that required time-consuming searching to a real-time online learning universe, the company reached out to SAVO, a leading SaaSbased, salesenablement service with which salespeople can collaborate, share best practices, access learning programs 24/7, and connect with subject matter experts.”
To read more from their enlightened conversation, you can follow this link, or you can register for this Wednesday’s SAVO sponsored webinar featuring Gerhard and Ken entitled: The Ultimate Sales Enabler: How ADP connects sales training to measurable sales results. The webinar will take place at 1pm (ET).
Have you ever taken your dog to Dog Obedience School? If you have then you know that it’s more about training the owner than the dog. The problem today is that management isn’t giving the sales team what they need.
Salespeople want to succeed. Unfortunately, not only are their employers not giving them what they need to succeed, their employers don’t even know themselves what their sales people need. Sales training needs to shift to more of a ‘whole company solution’