News: Performance Management
Management 'must be involved in sales training sessions'
10 February 2009
Sales training must be extended to include businesses' management, an expert asserts.
Dave Stein, chief executive and founder of ES Research Group, tells Sales and Marketing magazine this can be one of the problems that impacts on the success rate of a training scheme of this sort.
He lists a number of issues which can minimise the effect skills development of this type can have on a sales team's performance, including not having learning objectives in place and not including other departments.
Taking a tactical approach to training rather than a long-term, strategic angle is the key problem he identifies.
Mr Stein states: "You can easily predict - with considerable accuracy - when sales training is not going to have an impact on the performance of the sales team. There is no randomness, no guesswork."
TalentDrain's Employee Engagement and Retention Survey 2009 recently found that nearly three quarters of firms are increasing their focus on performance management and improving staff's efficiency.
