Sales training is one of the highest areas of take-up by organisations when
it comes to e-learning and positively impacts on the bottom line, according to
research carried out on behalf of Skillsoft.
Respondents from the IT/telecoms sector where e-learning is most established
were the largest group to confirm that e-learning had a positive impact on
sales at 58 per cent compared with 47 per cent from the manufacturing/retail
sector and 19 per cent from financial services.
Among those already using e-learning for sales training, 58 per cent said it
has met or exceeded expectations and 36 per cent of all firms expect to see the
use of e-learning for sales training increase over the coming year.
"Typically, sales people are home-based, spending the majority of their
time on the road and for them, e-learning is both cost-effective and
convenient," said Kevin Young, managing director of Skillsoft in the UK.
"It has a positive impact on sales because people can deploy the training
exactly when they need it to brush up their skills and give them added
confidence. This is invaluable in some situations, such as prior to a new
business pitch or before closing a deal."
The research involved 204 senior executives from the IT/telecoms,
manufacturing/retail, government and education sectors.