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Training & Professional Development for your Sales Managers: New Best Practices from Norman Behar

August 20, 2018


This week Norman Behar, Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices.

Sales Readiness Group has been around for a long time. They've been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by Lots of accolades for the team.  They just released a new report (The Salesperson's Perspective on the Impact of Sales Training) that I'm actually pretty excited about. It isn't just about training and best practices but really showcases salespeople's perspective on the impact sales training can have.

One of the questions that often comes up from sales leaders is, "Okay, so we've done sales training in the past, but sometimes it's been effective." Sometimes it has a lasting effect, but in many cases, it doesn't necessarily have a lasting effect, and so we wanted to better understand what's really important to salespeople and what's the business impact associated with sales training. We know that companies are investing more than ever in sales training. There was a stat by Training Industry showing sales training now is estimated at a 2.5 billion dollar market globally, and it's grown by one billion over the last seven years.

So, you've got these two--I'm going to call almost mixed signals coming out. Sales leaders who are saying, "Is there really a strong correlation between great sales training and business results?" And at the same time, you have this huge increase in spending, so obviously we think companies are pretty smart. They wouldn't be spending more if it wasn't impacting their business, but we wanted to really get the sales rep's perspective and understand what is it that makes for a great training program and how does it actually impact business. And we had some pretty interesting results.  

Listen in now and find the full transcript on the Heinz Marketing blog starting Monday, 8/20 at 6am PST.