When you invest in training your sales reps, you expect them to learn the new information, use the new skills, and adopt the new behaviors. However, as I outlined in my previous post, most people quickly forget what they learn in a matter of days.
In our last post, we reviewed groundbreaking research from The University of California, Irvine. Researchers studying the “pretesting effect” determined that taking a test before exposure to the material enhanced learning, even when participants answered questions incorrectly.
Factors like competition and commoditization are putting pricing pressures on sales professionals. Customers, armed with more information than ever before, are analyzing their options before their first conversation with the sales professional.
Sales and marketing automation tools are growing in sophistication at an exponential rate. However, for many, these digital capabilities are failing to achieve their intended end of more leads and closed business.