Development Needs Analysis
In our opinion, hundreds of millions of dollars world-wide are wasted every year on irrelevant, unnecessary, or inappropriate sales skills development and there are three obvious reasons.
To begin with, most courses on offer today deliver what we term “generalised” skills development and do not focus on the challenges encountered in any specific industry or sector.
Secondly, we would estimate it is at least 80% of training organisations today, make the assumption that all delegates are at the same level in terms of experience, expertise and have the same “commercial bandwidth.” This, is of course, totally unrealistic.
Finally, the most significant and blatant error of judgment most Sales Directors make, is that every member of the team receives the same training - i.e. they are all dispatched off to the same course regardless of whether or not they already have those skills or if indeed they need to have them in their current role.
So what is the answer?
We have developed a range of online assessment tools which allow us to benchmark current performance levels and provide a totally independent and objective view of a sales team’s current and future requirements – typically our report costs a fraction of the training programmes currently being utilised and in fact, in every case, results in considerable savings.
We make no recommendations in terms of training providers, unless specifically requested to do so and we do not use this service to promote our own products/solutions.
To discuss your personal requirements and/or to receive a copy of Jonathan Farrington’s white paper on sales team development, which outlines how the most successful companies in the world develop their sales teams, either e-mail us on needsanalysis@jonathanfarrington.com or use the Contact Form here