Companies wanting to give their sales force a little boost now have a new tool at their disposal.
Called Moneyball, the online cloud-based sales training program identifies the strengths and weaknesses of each salesperson and provides advice on how they can improve.
A recent study by CareerBuilder found that 1 in 6 sales managers in firms that have missed revenue goals in the last year cited a lack of sales training as a cause. Additionally, a quarter of companies offer no training at all to their sales staff.
"There is a disconnect between the demand for sales skills in corporate America and the formal training available either through academic institutions or within companies themselves," said Brent Rasmussen, president of CareerBuilder North America. "If companies want to see better top-line growth, there has to be a greater investment in educating sales teams on critical skills on an ongoing basis."
Through a detailed assessment, the Moneyball program helps sales representatives and their leaders identify the strengths and weaknesses of individual team members to generate a customized development plan for each salesperson.
The lessons are presented in 10-minute modules and can be accessed through a variety of outlets, including PCs, smartphones and tablets. The new program features 127 different courses, each designed to provide salespeople with advice they can put to use immediately without losing face time with customers.
In addition, the new program also benchmarks each sales representative's performance and prioritizes development based upon the skills identified as most useful in hitting sales goals.
"Structured sales training not only lends itself to better customer relationships and an increase in new contracts and higher renewal rates, you also see a positive correlation with employee motivation and morale," Rasmussen said. "Working with the Kelley School of Business, we're bringing together leaders in education and human capital management to help address a training issue that has plagued sales organizations and has greater economic implications."
To learn more about or sign up for the Moneyball program, visit www.moneyballforsales.com.