CINCINNATI, OH--(Marketwire - Nov 3, 2011) - New independent research by the Aberdeen Group reveals the significant and positive impact of sales training on year-over-year sales performance. Aberdeen Group's research brief, "Sales Training 2011: Uncovering How the Best-in-Class Sustain, Reinforce and Leverage Best Selling Practices" (October 2011) details superior performance in overall team attainment of quota, percent of all sales representatives achieving quota and the percent of first-year sales reps achieving quota, when comparing users of sales training to all others. According to the report, sales training also improved average deal size, lead conversion rate and customer renewal rate.
"Despite the recent recession and lingering questions about business stability, sales training has emerged as a consistent, growing imperative among companies seeking to beat out the competition," writes Aberdeen Group analyst Peter Ostrow in the new report.
The report also identifies key practices associated with Best-in-Class sales organizations, reflecting favorably upon training providers like Carew International which utilize content and methods consistent with the practices of this elite selling class. Best-in-Class organizations have the highest adoption rate of formal sales training, with a marked preference for instructor-led, in-person/classroom training modality. According to the report, the top strategic action among Best-in-Class organizations to support sales training was to "create more meaningful sales conversations that address buyer's overall business needs."
"At Carew International, we have always encouraged our clients and prospective clients to do their homework. When making a training investment decision, absolutely... knowledge is power," states Carew International CEO Jeff Seeley. "This type of independent research is invaluable for understanding which training practices are most effective, as well as quantifying that impact in YOY performance," Seeley continues.
Best-in-Class support of formal sales training and instructor-led programs has been very consistent and well documented. The latest research data which points to the strategic focus on meaningful conversations to address buyers' needs is even more specific to Carew International's training content and philosophy. Carew's most popular sales training program, Dimensions of Professional Selling, focuses on the development of communications skills as the foundation for improved sales performance and sustained growth.
Click here to obtain a complimentary copy of "Sales Training 2011: Uncovering How the Best-in-Class Sustain, Reinforce and Leverage Best Selling Practices" (October 2011).
About Carew International:
Carew International is an industry leader in training and development, specializing in comprehensive programs for improved performance in sales, sales management and customer service. For more than 35 years, Carew has consistently delivered dramatic results in productivity and profitability for clients worldwide. Carew International is headquartered in the greater Cincinnati area. For more information on upcoming Carew programs, contact Sue Kelly at 513.619.4247, skelly@carew.com or visit us online at www.carew.com.