3. Reduces ramp time
Did you know that the average ramp time to productivity for a new seller is between six and nine months? So while you think you’ve hired plenty of new sales members to achieve your organization’s growth goals, there’s a large amount of time that goes by before they’re even up-to-speed and can contribute to the team’s bottom line. This can result in missed revenue opportunities and slower revenue growth. Impressively, studies have shown that in companies with effective sales training reps achieve quota up to seven weeks faster than the industry average. That’s because sales training and coaching ensures that every new sales rep has the skills and knowledge they need to hit the ground running faster than ever.
4. Equips sellers with new and necessary skills
Selling is more complicated than ever. In this digital-first environment, sellers have fewer opportunities to build relationships with prospects, and they need to rely on new tools and tactics to accelerate the sales cycle. For example, prior to the pandemic, sellers were accustomed to meeting prospects face to face in order to forge a great relationship. Now, sellers have to rely on virtual selling tactics and social channels to engage with buyers. This change means that sellers have to level-up their knowledge and receive upskilling in order to be successful.
With B2B sales training you can deliver essential knowledge to sellers. By providing individual sales coaching, sellers can then apply and practice the skills they just learned and get feedback from their managers for continued growth. This ensures that they are confident and well-equipped to make the most out of the next interaction they have with a prospect, whether that’s virtually or in-person.
5. Drives efficiency and revenue
We saved possibly the most impressive reason for training and coaching for this last section. By providing ongoing training and coaching, sales reps will continue to sharpen new skills, efficiently navigate the ever-evolving sales process, and consistently reach quota attainment. This means that companies that invest in successful sales and training programs produce, on average, nearly 17% greater revenue growth year over year than those who don’t.
GTM teams that implement training and coaching will realize countless benefits. Sales training and coaching is a long-term investment that ensures teams are as productive and effective in their roles. Without it, organizations run the risk of high turnover, stalled productivity, and lower revenue, and that’s not a cost any sales team wants to make.
Make a worthwhile investment in your sales team
Sales training and coaching are crucial components of an organization’s enablement success. Still not convinced? Take a look at this interactive story that compares the experience of two sellers at two different companies: one that has effective training and coaching, and one that doesn’t. Then, you’ll see what a difference training and coaching can make.
