{"id":12036,"date":"2019-12-10T20:11:17","date_gmt":"2019-12-10T20:11:17","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/hidden-roi-training-top-sales-talent\/"},"modified":"2022-10-24T23:07:26","modified_gmt":"2022-10-24T23:07:26","slug":"hidden-roi-training-top-sales-talent","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/hidden-roi-training-top-sales-talent\/","title":{"rendered":"The Hidden ROI of Training Top Sales Talent"},"content":{"rendered":"\n

It\u2019s no secret the war for sales\ntalent is at an all-time high. By now, every sales manager has a story of an\nemployee who abruptly departed for another opportunity. <\/p>\n\n\n\n

Losing employees has a real impact \u2013\u00a0 on your team morale and your bottom line. Research has shown that it costs more than $200,000<\/strong><\/a> to replace a salesperson and up five months<\/strong><\/a> to fill an open sales position. Low attrition rates mean less money spent on hiring, a more positive team culture, and keeping your best people who drive your business forward.\u00a0 <\/p>\n\n\n\n

So how can you retain the talent you need to succeed? Training<\/strong><\/a>. Ongoing, modern training is one of the biggest investments you can make in your people. And when employees feel personally invested in, they\u2019re more likely to grow their careers at their company. <\/p>\n\n\n\n

Great training programs develop\nstellar sellers and  reduce turnover.\nWith a few simple but important changes, your business can evolve its sales\ntraining program to both accelerate growth and earn your team\u2019s loyalty for the\nlong haul. <\/p>\n\n\n\n

Develop sales managers, not just\nyour salespeople <\/strong><\/p>\n\n\n\n

Just as your reps need guidance on how to close deals, businesses should also invest in ensuring sales leaders know how to mentor, manage, and motivate a team of salespeople. Sandler Training research revealed that 43% of sales managers do not receive adequate training<\/a><\/strong> prior to taking on the role. As a result, they typically last three years or less. Leadership churn is hard on a business \u2013 and even harder on a sales team.<\/p>\n\n\n\n

Reverse this trend by investing in managers the same way you invest in your reps. At Highspot<\/strong><\/a>, we\u2019ve experienced great success by building a manager enablement program. Alternatively, you can create self-guided resources for key topics like sales coaching, pipeline management, and performance management. <\/p>\n\n\n\n

Providing ongoing learning not\nonly helps sales managers effectively coach teams, but makes it clear the\nbusiness is invested in their growth as well. <\/p>\n\n\n\n

Implement regular, scalable\nsales coaching <\/strong><\/p>\n\n\n\n

We know providing reps with\ncontent and guidance through live sessions or self-guided modules is essential\nto producing great sellers. But ensuring these skills translate to the field is\nanother challenge altogether. That\u2019s where coaching comes in. <\/p>\n\n\n\n

Coaching can take many forms, like roleplaying simulations or post-call critiques. These interactive sessions help reps bridge the gap between knowing what to say and actually doing so with confidence. In fact, coaching can grow knowledge retention from 10% to 90%, or even 100%<\/a><\/strong> simply because it shows you how to put training into action. <\/p>\n\n\n\n

Great managers coach intuitively. However, it\u2019s rarely a formalized part of the sales training process: 41% of sellers<\/a><\/strong> <\/a>have either ad hoc coaching or, in the worst cases, no regular coaching at all. <\/p>\n\n\n\n

When sales leaders are slammed\nfor time, building coaching into a scalable sales training program helps\nmanagers hit their goals by radically improving rep performance. Consistent\nfeedback before and after customer conversations ensures reps can confidently\ntackle new challenges and creates a feedback loop that ensures reps are meeting\ncore competencies. And when reps succeed, they\u2019re far more likely to stay, and\nyour business is more likely to thrive. <\/p>\n\n\n\n

Optimize sales training with technology <\/strong>Leading-edge training empowers reps with modern, deal-closing techniques. In a world where 67.9% of salespeople<\/strong><\/a> are achieving 60% of their quota or less, these resources are invaluable. Unfortunately, they\u2019re rarely integrated with the sales tools that reps regularly use, limiting their impact on sellers\u2019 execution. <\/p>\n\n\n\n

Don\u2019t let your investment in\nsales training go to waste. By embedding your onboarding, coaching, and\ntraining resources within a sales enablement platform, you can ensure reps have\non-demand access when they need it most. Marrying training and sales technology\nalso allows sales leaders to continuously refresh materials and guidance on how\nto use them. This transforms training from a disruptive obligation to a natural\nstep of preparing for customer conversations. <\/p>\n\n\n\n

Evolve your business\u2019s training\nprogram from a one-time necessity to a dynamic, integrated, and valuable\nresource. When training resources are integrated into your sales enablement\nplatform \u2013\u2013 and into reps\u2019 workflows \u2013\u2013 your team will have everything they\nneed to perform, and no reason to leave. <\/p>\n\n\n\n

Invest in your people \u2013 grow your business <\/strong><\/p>\n\n\n\n

Join today\u2019s top sales leaders\nwho have invested in a combination of ongoing training, coaching, and\ntechnology to take control of their team\u2019s growth, development, and performance\nbefore they find greener pastures. <\/p>\n\n\n\n

Done right, a sales training\nprogram will transform sellers into lifelong learners that meet goals by\nelevating the art of customer conversation. Their contributions will be\namplified by longer tenures, driving a virtuous cycle of high performance and\nretention that empowers your people and grows your business \u2013\u2013 not your\ncompetitor\u2019s. <\/p>\n","protected":false},"excerpt":{"rendered":"

Ongoing, modern training is one of the biggest investments you can make in your people. Discover the hidden ROI of training top sales talent.<\/p>\n","protected":false},"author":112,"featured_media":12037,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1038,1496,1033,1157,1035,1049],"class_list":["post-12036","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-coaching","tag-hiring-and-recruitment","tag-leadership","tag-leadership-skills","tag-management","tag-sales-management"],"acf":[],"yoast_head":"\nThe Hidden ROI of Training Top Sales Talent - Sandler<\/title>\n<meta name=\"description\" content=\"Ongoing, modern training is one of the biggest investments you can make in your people. 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