According to Salesforce.com, a sales rep spends 67 percent of their time doing something besides selling. We know all too well that a good chunk of that time is spent on reporting, but another significant portion of it is spent in training sessions. Too often those training sessions are in-person, large group training sessions designed to provide the greatest amount of information to the most people in one sitting.
Sales training is a $5 billion dollar industry, according to Sales Performance International and companies spend as much as $30,000 or more training individual sales reps.
Sales trainers are smart people. They know when something is broken, and if The Bridge Group is correct and sales reps are only meeting their quota half of the time, then something is very broken. It is clear that sales kick off events, in-room presentations, and mandated day-long training sessions are not working for the 50 percent of today’s sales learners who are failing to meet quota. E-learning programs can fix many of the problems with sales training.