Inside Sales Training Benchmarks

    Posted by Pete Caputa on Jul 3, 2008 7:30:00 AM

    Trish Bertuzzi has published the results of a inside sales training benchmark survey of 63 technology companies regarding their inside sales practices.

    You should read the full report. But, it shows some interesting results:

    1. Most inside sales training is focussed on product knowledge instead of sales skills.
    2. Most training is delivered by in-house resources.
    3. Most firms are unhappy with their sale training process.
    4. Most firms are not willing to invest more than $2k/year in training an individual inside sales rep.

    What's wrong with this picture? I can imagine it's difficult to examine your own sales operations critically. I imagine most sales organizations just focus on seeing what they do right and doing more of that.

    But, it's pretty glaringly obvious to me that most organizations are satisfied with mediocre.

    I'm not sure what the average tech inside sales person makes, but I'd imagine it hovers between $80-200k. And organizations aren't willing to invest more than $2K to help someone improve?

    Why?

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