"Fewer than 40 percent of all sales organisations we have interviewed have implemented a formal, empirical measurement program for sales performance improvement or sales training. However, more than 70 percent have said that it is a priority within the next year."
Trouble is - how, in a very practical sense do you do it? To produce something effective is actually a very difficult thing to do.
Your solution to this problem must help you minimise your training spend and maximise the effectiveness of your training outcomes. It must work with all types of sales training methods and absolutely must not be a sales training tool.
To be effective, it must do three important things:
Without these characteristics, you can fall in to the old trap of monitoring sales performance without improving it.
Lucidus have their own take on such a tool, which is called TrakSkill - Sales. To see how we approached the problem and to get a feel for the tool we developed to solve it, please have a look at the TrakSkill - Sales web page or the web-cast; it lasts around 9 minutes.