{"id":4998,"date":"2023-03-03T11:43:39","date_gmt":"2023-03-03T11:43:39","guid":{"rendered":"https:\/\/esinstitute.com\/?p=4998"},"modified":"2024-04-02T14:46:23","modified_gmt":"2024-04-02T14:46:23","slug":"why-is-ld-typically-stretched-when-it-comes-to-sales-training-strong","status":"publish","type":"post","link":"https:\/\/esinstitute.com\/blog-post\/why-is-ld-typically-stretched-when-it-comes-to-sales-training-strong\/","title":{"rendered":"Why is L&#038;D typically stretched when it comes to sales training?"},"content":{"rendered":"<section class=\"single-news block-section alignfull\">\r\n    <div class=\"grid-container\">\r\n        <div class=\"grid-x\">\r\n\t\t\t                <div class=\"cell small-12\">\r\n                    <div class=\"single-news__title\">\r\n\t\t\t\t\t\t<h1>L&amp;D is often stretched when it comes to sales training. Here\u2019s why.<\/h1>\n                    <\/div>\r\n                    <div class=\"single-news__author\">\r\n<!--\t\t\t\t\t\t--><!--\t\t\t\t\t\t\t--><!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"single-news__position\">\r\n                        <!--\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"rel-wrap\">\r\n                        <div class=\"single-news__main\">\r\n                            <div class=\"single-news__featured hide-for-large\">\r\n                                <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/LD-Blog-1024x576.png\" alt=\"Why is L&#038;D typically stretched when it comes to sales training?\">\r\n                            <\/div>\r\n                            <div class=\"single-news__float hide-for-small show-for-large\">\r\n                                <div class=\"single-news__featured\">\r\n                                    <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/LD-Blog-1024x576.png\" alt=\"Why is L&#038;D typically stretched when it comes to sales training?\">\r\n                                <\/div>\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fwhy-is-ld-typically-stretched-when-it-comes-to-sales-training-strong%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fwhy-is-ld-typically-stretched-when-it-comes-to-sales-training-strong%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fwhy-is-ld-typically-stretched-when-it-comes-to-sales-training-strong%2F&#038;text=Why+is+L%26%23038%3BD+typically+stretched+when+it+comes+to+sales+training%3F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n\r\n                            <div class=\"grid-x\">\r\n                                <div class=\"cell small-12 medium-shrink align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t                                        <div class=\"single-news__types\">\r\n\t\t\t\t\t\t\t\t\t\t\tNews                                        <\/div>\r\n\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                                <div class=\"cell small-12 medium-auto align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                            <div class=\"cat-label\"\r\n                                                 style=\"--color: \">\r\n\t\t\t\t\t\t\t\t\t\t\t\tBlog Post                                            <\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                            <\/div>\r\n\r\n\t\t\t\t\t\t\t<p>The global sales skills shortage hurts business leaders everywhere: Sales, Sales Enablement, Talent &amp; HR but \u2013 especially \u2013 Learning and Development professionals worldwide. Our customers tell us that they know there isn\u2019t enough sales talent available. They know their people don\u2019t have the right skills to succeed. That awareness is a good place to start. But also perhaps the easiest place to start. What happens next?<\/p>\n<p>Very often, this problem lands on already stretched L&amp;D resources like a bag of cement. The message from colleagues seems to be: \u2018We need some <a href=\"https:\/\/esinstitute.com\/\">sales training<\/a> \u2013 can you find some?\u2019 Simple eh?<\/p>\n<p>Not as easy as it sounds \u2013 especially for learning professionals.<\/p>\n<p>&nbsp;<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-5073\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/Picture1-2.png\" alt=\"\" width=\"585\" height=\"195\" srcset=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/Picture1-2.png 585w, https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/Picture1-2-300x100.png 300w\" sizes=\"(max-width: 585px) 100vw, 585px\" \/><\/p>\n<p>Semantics is important here because sales training means a lot of different things to different people. Conventional wisdom suggests that the popular notion of sales training is typically (broadly) very focused on 2 things \u2013 product knowledge and methodology.<\/p>\n<p>These requirements can fit well within L&amp;D\u2019s capability as the content is typically proprietary to the business: no one else can teach a salesperson about their product, target markets &amp; personas better than the business itself. Similarly, there is a wide range of methodologies available \u2018off the shelf\u2019 which are essential as a foundation stone for a sales engine.<\/p>\n<p>In broad terms, these requirements are addressable. In simple terms, they are teaching our salespeople what we want them to <strong>do<\/strong> and can, therefore, be delivered as traditional, linear training courses \u2013 typically offline or, at least, synchronously over a few days.<\/p>\n<p>So far so good. However, our experience working with job specs, competency maps &amp; enablement matrices all over the world suggests that this approach only solves half the problem. While every organisation is subtly different and will have its variations, the pattern is that, in addition to wanting our salespeople to <strong>do<\/strong> things, we also want them to <strong>think<\/strong>. And in most cases, <strong>think<\/strong> differently.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-4999\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/Picture1-1.png\" alt=\"\" width=\"585\" height=\"383\" srcset=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/Picture1-1.png 585w, https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/02\/Picture1-1-300x196.png 300w\" sizes=\"(max-width: 585px) 100vw, 585px\" \/><\/p>\n<p>This talks to a different skillset entirely: how salespeople need to manage a book of business, how they think their way to exceeding their quota every single month, and how they navigate many complex sales journeys all at the same time that, almost by definition, are always unique. Why? Because guess what: every buyer is unique.<\/p>\n<p>We are talking about softer skills that employers demand of their commercial resources everywhere: skills like confidence, discipline, creativity, professionalism and a whole lot more. This sort of skills development needs to take place over time and ideally happen on the job. That requires a different learning modality that doesn\u2019t constantly take salespeople away from productivity and is designed to innately customise for the individual learner\u2019s context.<\/p>\n<p>In our experience, this (orange) half of the business requirement can be more challenging for L&amp;D teams to address. They are frequently short of bandwidth in any event. In addition, both the curriculum definition and the learning design for this sort of programme are difficult and expensive.<\/p>\n<p>As a result, and through no fault of their own, L&amp;D teams frequently struggle to get beyond enabling their sales colleagues to <strong>do<\/strong> the right things. It is just really important not to ignore the other half of the sales training equation \u2013 the bit that businesses arguably need the most but often struggle to achieve. It doesn\u2019t have to be that way. <strong>Think <\/strong>about it.<\/p>\n<p><a class=\"button warning hollow\" href=\"https:\/\/esinstitute.com\/request-a-demo\/\">Start Your ESI Journey with a 30-MINUTE call<\/a><\/p>\n\r\n                            <div class=\"hide-for-large show-for-small\">\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fwhy-is-ld-typically-stretched-when-it-comes-to-sales-training-strong%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fwhy-is-ld-typically-stretched-when-it-comes-to-sales-training-strong%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fwhy-is-ld-typically-stretched-when-it-comes-to-sales-training-strong%2F&#038;text=Why+is+L%26%23038%3BD+typically+stretched+when+it+comes+to+sales+training%3F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n                        <\/div>\r\n                    <\/div>\r\n                <\/div>\r\n\t\t\t        <\/div>\r\n    <\/div>\r\n<\/section>\r\n","protected":false},"excerpt":{"rendered":"<p>The global sales skills shortage hurts business leaders everywhere: Sales, Sales Enablement, Talent &#038; HR but \u2013 especially \u2013 Learning and Development professionals worldwide<\/p>\n","protected":false},"author":8,"featured_media":5002,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[9],"tags":[],"news_type":[16],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Why is L&amp;D typically stretched when it comes to sales training? 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