Survey: Live Classroom Sales Training Down by 24 Percent

West Tisbury, Mass. — Oct. 27

ES Research Group Inc. (ESR) announced the results of a survey to explore the impact that technology, evolving media and new delivery methods are having on the people and organizations that develop, deliver and purchase sales training.

The results show that, during the past two years, rapid advancements in technology, combined with a sluggish economy, have fueled a significant increase in both the types of training provided and the subject matter delivered through virtual training.

The ESR survey was conducted in June and July 2011, among individuals serving on company sales forces or in end-user sales training organizations in North America.

Key findings include:

• Traditional, live classroom sales training has decreased by 24 percent.
• Nearly 80 percent of respondents obtain training materials via the Internet.
• Content and audience dictate the mode for sales training delivery.
• Virtual delivery modes can significantly extend positive impact of sales training.

ESR details the results of the survey in its comprehensive 32-page report, “Virtual Sales Training: How New Media, Methods, and Technologies are Changing the Perception and Delivery of Sales Training.”

Source: ES Research Group Inc.