At high-growth SaaS companies, sales training is almost universally underestimated.
These companies are often moving so fast, they hardly have time to train reps for more than a few days. Many sales leaders think a training program is as simple as handing out a sales playbook, having a few training sessions, and sitting in on a few calls. However, they are severely mistaken — truly effective sales training requires a much greater investment of resources and time. When speed is more important than preparation, newly hired sales reps lack the skills they need to succeed in the role. Many companies are sacrificing effective training for the perceived benefit of a rep working the phones today which results in large foundational gaps in the sales skills necessary for early success. Because of this, Investing in effective sales training is worth the sacrifice.
I was hired by InsightSquared last year specifically to build a powerful and streamlined training program for our growing sales team. At the time, there was no formal sales training program to speak of, and no one person devoting their complete attention to training. My task was to create a more structured, organized process to effectively train new reps, and continue to educate and improve the performance of existing reps.
When speed is more important than preparation, newly hired sales reps lack the skills they need.
In just a few short months, InsightSquared saw huge improvements. We found that with the training program in place, we decreased the ramp for business development from roughly 6 months down to 3 months. And once reps were fully ramped, they were hitting their quota in less time and consistently hitting their quota thereafter. Interested in achieving these powerful results for your team? Here’s how you can create a solid sales training program that will drive huge gains in sales revenue.