Assessment and Recommendations of Sales Training Materials for Professional Services Organization

Abstract

The sales training process helps newly on-boarded sales employees to gain the knowledge, skills and abilities that they need to be successful in their roles and within the organization. When sales process training is done well, it builds a foundation for long term success, reduced ramp up time, engagement and employee retention. Sales organizations such as Company XYZ are looking to sales process training to reduce turnover and improve success rates. Understanding the rapid growth that Company XYZ has experienced since its inception and the challenges it faced related to employee retention at the Business Development Director (BDD) level are significant. This study identified the best practices and areas for additional consideration to build a robust sales training process. The purpose was to evaluate Company XYZ’s existing sales training process against benchmarks to identify key areas for improvement. The research includes a literature review and assessment. The research and assessment illustrated the gaps in Company XYZ’s sales process training when compared to a selected best practice and provided recommendations for additional considerations and content to include that would improve the employee experience and reduce turnover.