RSS feed Get our RSS feed

News by Topic

BizReport : Research archives : April 14, 2015

Survey: Brands believe salespeople are key but aren't training

Turns out there is a disconnect between salespeople, training and feedback. According to new data out from Corporate Visions while most brands agree that salespeople need training to ensure their messaging is articulated well (85%) fewer than half are having salespeople practice their pitches in person (41%).

by Kristina Knight

In fact, according to the survey, about one-third of respondents say no one is responsible for coaching salespeople with their pitches. This, despite the fact that over half (53%) say message articulation is critical to success.

"There's a tragic irony occurring where everyone believes that salespeople with their lips moving is a company's most powerful weapon for communicating value, but reasonable practice and inspection of competency is not a requirement," said Tim Riesterer, chief strategy and marketing officer for Corporate Visions. "Even leaving it to sales managers, like most companies seem to do, is essentially a hit-or-miss proposition, given the pressure for pipeline and deal forecasts as well as the distributed nature of sales teams."

Some interesting takeaways from the Corporate Visions survey include:

• 49% say managers are responsible for message coaching
• 36% say training organizations are responsible for message coaching
• 34% say no one is responsible
• 33% 'never require' salespeople to submit videos of their messages for coaching/feedback
• 21% 'sometimes require' this
• 3% 'always require' submitted videos for feedback

Image via Shutterstock

Tags: advertising, B2C trends, Corporate Visions, sales person training, sales training

Subscribe to BizReport



Copyright © 1999- BizReport. All rights reserved.
Republication or redistribution of BizReport content is expressly prohibited without the prior written consent.
BizReport shall not be liable for any errors in the content, or for any actions taken in reliance thereon.