Allego Study, “The Fractured State of Enterprise Sales Enablement and Training,” Reveals Significant Flaws in Traditional Training
Ninety-Six Percent of Sales Professionals Believe Their Current Training Processes Need Improvement; Allego to Host Webinar to Discuss the Study’s Findings on February 11
Needham, MA – February 9, 2016 – Allego, the leading mobile-video just-in-time sales learning platform, today unveiled the results of its inaugural study, “The Fractured State of Enterprise Sales Enablement and Training.” The survey reveals that the majority of sales professionals believe that modern-day sales training processes need improvement and that instant access to real-time knowledge and coaching from peers is more effective than traditional training techniques for improving performance. Allego will host a webinar to discuss the findings of the “State of Sales Enablement and Training” survey on February 11, 2016 at 1:00 p.m. ET. Register here to attend.
Ninety-six percent of the sales managers and representatives surveyed agree that the training processes at their companies require improvements, and 70 percent of sales reps say that instant access to real-time knowledge, best practices and coaching is more effective than traditional, structured sales boot camps and certifications. Despite sales professionals more often working remotely or from field-based offices, nearly three quarters (74 percent) of respondents say that collaboration with peers has been an effective way to gain sales success, indicating mobile solutions should play a significant role in sales training and enablement.
“Our research confirms that traditional, curriculum-based sales training and enablement techniques are no longer effective for the modern-day mobile salesperson,” said Yuchun Lee, co-founder and CEO, Allego. “Collaboration, peer-to-peer learning and easy access to materials from anywhere are in demand by both sales managers and reps who need to share and absorb information to pursue and close deals. To maximize productivity, sales organizations must adapt to the needs of the changing workforce by adopting just-in-time learning methods provided by mobile-video solutions.”
The research findings also revealed a serious disconnect between sales managers and their teams at the root of this training conundrum. Sales managers believe their teams are accessing training materials more frequently than they actually are, and have different perceptions about what might be preventing reps from accessing materials. Further, sales reps are more confident in the sales and positioning techniques recommended by their peers (57 percent) than those given by managers (51 percent).
Other key findings from the survey include:
- The majority (65 percent) of sales representatives agree that sales pitch advice from peers is more effective than training from the corporation.
- Fifty-nine percent would like their sales training and enablement to be more accessible, yet only 15 percent of respondents currently have sales training and enablement materials available to them on their mobile devices.
- Fifty-seven percent agree that they would like their training and sales enablement to be more collaborative.
- Sales managers believe that the primary reason their teams do not access sales enablement videos is because of a lack of awareness (41 percent), but sales representatives tell a different story: they say the content is outdated and not helpful (47 percent).
The findings represent the views of 150 full-time sales managers and 150 sales representatives at companies in the U.S. with 200 or more employees in their sales organizations. Allego commissioned ResearchNow to conduct the survey in October 2015.
An accompanying infographic depicting “The Fractured State of Enterprise Sales Enablement and Training” is available for download here.
Allego provides an intuitive just-in-time sales learning platform that boosts sales performance by harnessing the power of mobile devices to transform enablement and training through video content sharing. With Allego’s mobile-first platform, organizations can create and curate the best content from the field and corporate office to better train and collaborate with distributed sales teams, without the time and expense typically associated with in-field coaching or on-site training. Users can easily access relevant, quality content, anytime, anywhere, allowing them to capture their best ideas, master their pitch and accelerate their performance. Over 15,000 global users across a range of industries have adopted Allego to improve sales success. Explore further at www.allego.com.
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