New Sales Training Research from Selling Power Proves Experiential Learning Is Most Preferred and Effective

USA - English

• USA - English

FREDERICKSBURG, Va., Nov. 08, 2018 /PRNewswire-PRWeb/ -- Selling Power and Ignite Selling are pleased to announce the results of a joint research project designed to explore the topic of sales training. The results of the research show salespeople and sales managers prefer experiential learning, and also find this approach more effective than any other approach.

Selling Power collected survey responses from more than 200 U.S.-based B2B salespeople, sales managers, and sales leaders. The survey asked questions to better understand which sales training approaches and methodologies are most preferred and effective to improve sales performance. The survey also examined other factors influencing sales training impact and success, including an understanding of sales strategy and integration of sales enablement content and selling tools.

The results of the survey (which can be viewed at https://igniteselling.com/resources/research/) showed the sales training methods most preferred by salespeople and sales managers are the same as those they perceive as most effective. In order of preference and effectiveness, these are:

1) Experiential learning (for example: sales simulations and case studies)
2) Informal, on-the-job training
3) Role plays
4) Classroom lectures (with PowerPoint®)
5) eLearning

The study also uncovered the following:

• The importance of peer-to-peer learning
• The need to better clarify sales strategy
• The need to stay the course to give strategy enough time for proper execution
• The frustration experienced when sales improvement programs, content, and selling tools are introduced piecemeal without connecting the dots across the initiatives

"Today there are so many options available to improve sales performance, but not all of these options deliver the same impact – and it's easy to overwhelm your sales team," says Steve Gielda, president and co-founder of Ignite Selling. "Sales leaders must clearly communicate their strategy, align the critical behaviors necessary for execution, and focus on the enablers that will really make a difference."

Selling Power magazine founder Gerhard Gschwandtner says investing in the wrong kind of sales training can be an expensive loss. "Every time you have to replace a salesperson on your team, it's going to cost you almost $100,000," says Gschwandtner. "In some industries, that cost may be even higher. It's critical when planning your sales training initiatives to rely on the methods that have proven to be both effective and impactful. Don't rely solely on eLearning modules just because they're less expensive. When you fail to invest in high-quality sales training, you plan to fail."

The study, "How to Supercharge Your Sales Training for Maximum Impact," is available at https://igniteselling.com/resources/research/.

About Selling Power
In addition to Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, Selling Power Inc. produces the Sales Management Digest and Daily Boost of Positivity online newsletters, as well as a series of five-minute videos featuring interviews with top executives. Visit Selling Power online at https://www.sellingpower.com/. Selling Power is a regular media sponsor of the Sales 3.0 Conference http://www.sales30conf.com/.

About Ignite Selling
Ignite Selling is a global sales performance improvement company with over eight decades of combined experience in sales, sales coaching, and sales training. With strategic sales consulting and learning alignment approach, Ignite Selling designs custom programs that are unique to their customers' needs and enable them to achieve their specific business goals. Their programs use Interactive Learning Maps™ and Competitive Sales Simulations to give learners an engaging and relevant learning experience and prepare them for their real-world challenges. For more information, visit https://igniteselling.com.

SOURCE Selling Power