LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. Do not underestimate the impact of sales culture.

ROI 64

ROI Sales Sales Sales Management 64

LSA Global

JANUARY 19, 2021

Only 1-in-5 sales training participants change their on-the-job behavior or performance from standalone sales training. Less than 20% of sales leaders rate their current sales training programs as highly effective. That is not the ROI sales leaders, sales reps, or sales trainers should expect or accept.

Sales 36

Sales Sales ROI Revenue 36

Harvard Business Review

APRIL 25, 2014

They measure sales ROI differently. The key to smart investing is having good data that highlights where the greatest sales ROI is. Many companies, however, measure sales efficiency in terms of sales cost versus revenue. Some 72% of companies in the top quartile of sales ROI also have the lowest sales costs.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

JUNE 12, 2017

Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales training is disappointing. This allows its wholesalers to record their practice pitches and share them with their regional sales managers (RSMs), who give feedback from their mobile devices when and where reps need it.

Sales 14

Sales Sales Sales Management Insurance 14

Harvard Business Review

DECEMBER 20, 2018

The EVP of sales liked the easy-access dashboard to report on metrics and the forecast. Sales management was less positive but acknowledged that it helped them monitor activity. And the sales team — well, they mostly hated it. Managers provide coaching to improve, not reporting to inspect.

Sales 15

Sales Sales Revenue Metrics 15

Harvard Business Review

JANUARY 28, 2015

For any change to stick, the CMO and COO need to have joint accountability and create incentives that reward collaboration. When sales managers saw a rush of customers, they could put more people on the front desk. This as approach helps both CMO and COO become invested in the successful implementation of the plan.

Operations 12

Operations Metrics Onboarding Sales 12

Harvard Business Review

OCTOBER 3, 2017

In line with Pareto’s principle , these studies show that across a wide range of tasks, industries, and organizations, a small proportion of the workforce tends to drive a large proportion of organizational results, such that: the top 1% accounts for 10% of organizational output. the top 5% accounts for 25%, of organizational output.

Accounts 8

Accounts ROI Sales Management Inclusion 8