Perceptions of sales training programs : sales force point of view
Törmä, Panu (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024120332183
https://urn.fi/URN:NBN:fi:amk-2024120332183
Tiivistelmä
Sales training is critical for equipping sales professionals with the skills and knowledge required to succeed in today’s competitive markets. It enhances performance, builds confidence, and aligns sales efforts with organizational goals, making it an essential investment for any business.
This study aimed to address two key research questions: How does the salesforce of the commissioner company perceive the effectiveness of current sales training in the organization and what do they see as solutions in regards of improving future sales training. A mixed-methods approach was used to collect data. A quantitative survey was distributed to all 13 salespeople in the organization, followed by qualitative interviews with three participants selected based on the diversity of survey responses. The survey provided broad trends, while the interviews offered deeper insights into personal experiences and perceptions of sales training.
The results highlight gaps in onboarding, inconsistent training frequency, and limited focus on essential sales psychology skills. Participants called for more interactive, scenario-based training and structured resources to improve skill development and program effectiveness. These findings provide actionable insights to enhance the training program’s effectiveness and impact.
This study aimed to address two key research questions: How does the salesforce of the commissioner company perceive the effectiveness of current sales training in the organization and what do they see as solutions in regards of improving future sales training. A mixed-methods approach was used to collect data. A quantitative survey was distributed to all 13 salespeople in the organization, followed by qualitative interviews with three participants selected based on the diversity of survey responses. The survey provided broad trends, while the interviews offered deeper insights into personal experiences and perceptions of sales training.
The results highlight gaps in onboarding, inconsistent training frequency, and limited focus on essential sales psychology skills. Participants called for more interactive, scenario-based training and structured resources to improve skill development and program effectiveness. These findings provide actionable insights to enhance the training program’s effectiveness and impact.