The Future of Sales Training Ignores the Reality of Today

Increase Sales

of all businesses here in the US have under 20 employees and such predictions about the future of sales training are usually based upon the minority of businesses, 2,3%, with over 20 employees. The Disconnect Between the Present and the Future of Sales Training.

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point.

Sales training – let’s look to the future and try something different

Sales Training Connection

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well.

The New 100 / 100 Project for Entrepreneur Revenue Growth.

Score More Sales

Training. Recently we read about an amazing woman, Sramana Mitra , who launched a project to help one million business owners do a million dollars in annual revenues by 2020. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. Sales Tips and Strategies to Grow Revenues. About. Consulting. Press. Speaking.

So You Think You Are Selling Consultatively? Let’s Find Out

Jonathan Farrington

And going completely off-message for a moment, have you ever wondered why virtually 100% of recognized “sales gurus” are training and consulting in the B2B sector? General Consultative Selling JF 2020 Program Traditional Selling versus Consultative Selling

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Jonathan Farrington's Blog ? Thinking of Buying Sales Training.

Jonathan Farrington

Thinking of Buying Sales Training? We should also anticipate that of the remaining 20% of external sales professionals, a further 15% of those will also be replaced by 2020. All of this will also hugely impact the way training providers think – well, at any rate, it should.

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What Do the IDC Predictions Mean for the B2B CMO?

Sales Benchmark Index

By 2020, the Marketing function in leading companies will be radically reshaped into three organizational "systems" - content, channels, and consumption (data). Only 20% of marketers will receive formal training on analytics and customer data management.

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The Next Big Prediction in B2B Sales

Sales Benchmark Index

He famously predicted that 75% of sales jobs will be eliminated by 2020. He said the number of sales people in the United States could decline from the then 18 million to 4 million by 2020. 2020 is still a long ways off.

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Sales alert: millennials are here

Sales Training Connection

In 2020 they will be nearly half of the workforce. Invest in training. Educational and training has been part of their experience since day one. This means your sales team needs to change how they sell and sales training needs to move to the center stage.

Sales mastery 2015 – a horse of a different color

Sales Training Connection

If one believes the “horse with a different color” message, then the question for those of us concerned about the field of sales training becomes: What are we going to do about that? Sales Mastery 2015.

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The Science of Basic Selling Skills

Bernadette McClelland

Whilst these are skills that every salesperson must have and is typically the focus traditional sales training provides, I don’t believe they are the basics , nor do I believe they are the focus for the future sales professional that business wants and needs. And the basics of selling are….?

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

Bernadette McClelland

However, there are two trains of thought going through many salespeople’s minds when it comes to the sales profession and AI. A milestone was reached in the world of selling recently.

Artificial Intelligence for B2B Sales & Marketing: Reality vs. Hype in 2018

DiscoverOrg Sales

With these awe-inspiring displays of superhuman intelligence, it’s no wonder Marketing teams will spend $2 billion a year on AI tools by 2020. According to a new report from Narrative Science , 38% of enterprises are already using AI technology in some form, and that number is expected to nearly double to 62% in 2018 – with the expectation that marketing departments alone will spend $2 billion annually on AI tools by 2020.

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October Referral Selling Insights

No More Cold Calling

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” 2020 is just a little more than three years away. Here’s what you might have missed from No More Cold Calling this month.

Sales Pitch Ideas for Your Next Meeting

Sales and Marketing Management

Whether it is through a particular software that helps them sell more efficiently or through training sessions, there has been a significant amount of growth in the utilization of sales enablement strategies. Moreover, they are projected to become the largest generation of consumers by 2020.

Artificial Intelligence and Its Impact on Sales and Marketing

Sales and Marketing Management

In the latest Digital Trends report, which surveyed marketing, creative and technology professionals, nearly one third of organizations are planning to invest in AI within 12 months – a market projected to reach $70 billion by 2020. Machine intelligence is giving rise to low-code and no-code development platforms, enabling “citizen developers” to build professional-grade applications with little formal software developer training.

2019 Best Sales Tips from the Vengreso Leadership Team


Director of Training and Coaching Stan Robinson, Jr. Director of Training and Coaching David Goad – Leverage your sales and customer service team to extend your PR on LinkedIn.

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Time to Deep Six Your Leadership Development Model

Increase Sales

Did you read the article and the study that revealed two third of millennials will be leaving their current employers because of the lack of leadership development by 2020? Note: I dislike using the phrase leadership training because we train dogs.

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Death of a Salesman? Forrester says Yes.

The ROI Guy

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today.

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Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. To be fair, the training programs have advanced somewhat in their current implementation, though much of it seems cosmetic. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2019!

Sales Hacker

He took the team to a whole new level with his hiring and training policies.”. Caroline consistently demonstrates adaptability in her Sales Training process; whether within the context of people, environment or product. He is a master of sales training programs.”.

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Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Then, last year, Forrester Research predicted that 1 million B2B salespeople will become obsolete by 2020, lost to e-commerce. Involving well-trained salespeople will improve these numbers. Buyer 2.0 needs us more than ever.

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Top 7 Utopian & Dystopian Shocking Sales Predictions

Tony Hughes

Gartner predicts that by 2020, 85% of interactions between businesses will be executed without human intervention. Perhaps an Ender's Game like selling environment could train up the world's greatest sales people from birth. What do you predict selling will look like in 2020?

Forward Thinking Leadership Is Inspiring

Increase Sales

The recent reports from Workforce 2020 as well as SAP and Oxford Economics come as no surprise to anyone watching leadership development. For some anti-forward thinking leadership, they believe training is still a cost and not an investment.

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What a Little Bird Told Us at #Rainmaker19


The SalesLoft team is already planning for 2020 when we will move the #1 sales engagement conference to San Francisco. You have to train for everything. There’s a doctor in the house” – @derekgrant | Killer session with @forrester ’s Mary Shea, PHD “You have to train for it” – It starts with people, not process. Mark Roberge reminded us that sales training must focus on more than product knowledge.

Meet Seattle’s Next Generation of Tech


With the skills gap issue persisting and the global economy expected to have a shortfall of 85 million skilled jobs , mostly in STEM, by 2020, companies are taking an active role in STEM education. Ada Developers Academy and Year Up are two organizations that provide tuition-free training programs and internship placements at local tech companies to people who want to become software engineers, but need education and experience to do so.

5 Insights for Scalable Customer Service


Research has told us that by 2020 the demand for a one-company omnichannel experience will be amplified to people requiring near perfection.” — Jeanne Mills, President, Customer Bliss. “If Training directly impacts performance. A lot of time people think of training as a one-and-done.

5 Myths About Working with Millennials in Sales (Debunked!)

Sales Hacker

By 2020, Millennials will make up 50% of the workforce. Training programs that go beyond how to do your current job to encompass opportunities to build skills for future roles can help you keep Millennials engaged and motivated.

The Pipeline ? Death Of Salesman 2.0?

The Pipeline

One such “end is near” piece was on , entitled “ How Many Salespeople Will Be Left by 2020? Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Home About The Pipeline. Contest. Free Resources. Search.

Social Selling: What You Should and Should NOT Do

No More Cold Calling

Three years ago, in a report titled “Death Of A (B2B) Salesman,” Forrester predicted that 1 million B2B sales reps would lose their jobs between 2012 and 2020. Check out my new referral sales training course on LinkedIn Learning.

Want Sales Success in 2018: Here Are the 7 Surefire Skills of the Sales Sherpa

Hyper-Connected Selling

The path to success that worked in 1990 or 2000 (or even 2010) isn’t going to work in 2020, and it’s not going to work today. Hyper-Connected Selling sales sherpa sales skills sales trainingThe sales profession has a problem.

Artificial Intelligence and Marketing


AI often has a futuristic connotation – i.e. AI will allow us to do this one day, AI will make this process easier – and if you’ve seen this statistic lately, you’d probably agree: 80% of B2B marketers say AI will revolutionize marketing by 2020 ( source ).

In Praise of a Diagnostic Approach to Sales Team Development

Jonathan Farrington

Then, and it is probably still true today, most – I would estimate at least 80% – training organizations were making the assumption that all delegates were at the same level in terms of experience, expertise and had the same “commercial bandwidth”.

The Impact of Chatbots and VR on Business Communication


Broadly available AI software, like Siri, has trained consumers to feel comfortable interacting regularly with a machine —  this infographic on AI in sales shows that by 2020, customers will handle 85% of their relationship with an enterprise without even interacting with a human.

Rise of the Video Star: Building a Brand in the Digital Era


We teach our clients how to shoot their own content and provide them a custom camera kit, training, and resources to do it. Cisco says that 80% of the internet traffic will be video by 2020. Content may have been king once, but now, it’s videos that rule. Building a brand in the digital era is all about visual storytelling and videos can meet the challenges head-on. For B2B marketers, video remains more powerful than any other medium or channel.

Hiring a sales rep: How to write an effective sales job description

Base CRM

Sandler, Spin, Challenger, Strongman, Force Management training. We have a big vision for 2020 and a small, highly talented team within Zendesk. Writing a sales job description is the first step in your hiring process. You want to attract candidates who have the potential to be amazing employees. You’re looking for the right fit for the position, your company, and your culture. So don’t slap together a description.

75 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2017

Hubspot Sales

Forty-four percent looked to their manager, 35% to team training resources, and 24% to media. Around three in four organizations use classroom training as their primary way to train salespeople. Forrester predicts one million sales reps will be out of a job by 2020.

How Big is the Sales Profession?

The Brooks Group

We were told that there were 18 million salespeople in the United States and that, by 2020, there would only be 3 million. Because that includes retail and counter-sales positions, it makes sense that the number will be less by 2020. NOTE: Our sales training tools are designed to make your life easier. At the most recent Sales 2.0 conference , there was reference made to the number of salespeople in the United States.

3 Reasons Why Augmented Reality Will Reshape B2B Sales


Augmented Reality spending is expected to hit an estimated $60 billion in 2020 and earlier this year, Apple announced it’s doubling down on its AR support.

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The 4 Types of Channel Marketing Partners


billion by 2020. Often, your referral partners will understand who might make a good customer before making the referral, or you can provide partners with training and sample questions they can ask potential customers to help prequalify them for you.