Table 16: Usage of Delivery Media by Sales Training Content Area The findings related to sales training content mix and delivery indicate organizations have a varied approach. Examination of the survey responses for delivery of selling skills, product, and sales management training revealed variability in the selection of methods, but reliance on traditional methods was consistent across each area. Instructor-led classroom sessions from internal experts was the most popular delivery method for each content area, accounting for roughly one-fourth of delivery. On-thejob training and coaching/mentoring also emerged as important delivery methods for all three content areas. Although the majority of responding organizations utilized Internet-based delivery methods and other technology-enhanced approaches, these modalities only accounted for a small share of the delivery of each content area.
Usage of Delivery Media by Sales Training Content Area
52
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Selling
Product
Management
Instructor-led classroom (internal)
27.9%
28.6%
21.5%
On-the-job
17.6%
18.3%
17.0%
Instructor-led classroom (external)
12.9%
7.0%
14.0%
Coaching/mentoring
12.9%
10.7%
17.2%
Do it on their own
7.3%
9.4%
14.0%
Online (self-paced)
6.5%
8.9%
4.9%
Manual self-paced materials
6.2%
8.2%
5.6%
Online (instructor-led)
3.6%
4.7%
2.9%
Web 2.0 tech
3.6%
3.3%
2.6%
Other
1.3%
0.4%
0.7%
All instructor-led training
44.4%
40.3%
38.4%
All tech-based training
13.7%
16.9%
10.4%
state of sales training