Who should drive the sales and marketing team training agenda. The HR manager or the Sales and Marketing manager?

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When it comes to developing the skills and practice of the sales and marketing team who should be driving the training agenda is it the sales and marketing manager or the HR manager?

In larger organisations the planning for staff training lies under the broad remit of HR who, following training needs analyses create people development programmes and decide whether these are ‘make or buy’ decisions.

Any sales and marketing executive who abdicates the training job entirely to HR is missing a trick. Local and specific needs are always spotted first by the people in the function. They can also see what training is relevant. If they don’t step up then team training and education is likely to be quite ‘vanilla’ such as general leadership, problem solving, or communications programmes. The problem with this is that sales and marketing professionals often think ‘so what’ about this type of training and the reputation of their HR colleagues goes through the floor.

The other challenge is the time commitment. Sales and Marketing people, especially Sales people are actively engaged with daily customer demands so time for development creates a conflict of priorities. At the heart of this problem lies the issue of formal vs informal learning.

Social learning platforms are the ideal solution to this dilemma. With an on-line course busy professionals can dip in and dip out to suit their availability and learn functionally relevant skills at their own pace.

What should Sales and Marketing teams be learning?

One of the biggest challenges faced by any sales and marketing professional is how to generate more sales and profit and deliver customer value. Fundamental to this is learning how to create compelling customer value propositions. This is crucial in the face to face context of B2B marketing.

You simply won’t get specialised training on the vital subject of value proposition design with general sales and marketing development courses and it is unlikely that the topic is on the radar of the HR manager (please prove me wrong!) This is why we have created a complete on-line informal learning course on the value proposition creation and customer value building. Something you can invest in yourself, bring to the attention of the HR manager or simply buy with the sales and marketing budget.

Based on our top selling b2b marketing book Value-ology: Aligning sales and marketing to shape and deliver profitable customer value propositions the course is made up of video topic presentations and individual and team exercises based on a mix of our commercial experience, our university tutoring and our commercial and academic research. The module content is designed to be practical, straightforward and accessible so the emphasis is on management learning not abstract academic studying. You can even do the course on mobile devices. A full explanation of the course can be seen via this link.

Click this image to learn more course details.

on-line marketing course

If you are looking for ways to inspire, engage and develop your b2b sales and marketing team then this course is definitely for you.

To craft a value proposition that works for your business, download our free ebook: how to rock your customer’s world

After reading this you’ll ask yourself why do I need to study marketing at university?

Let’s be honest, you might be interested in learning new things and at the same time you don’t want to devote time and energy into formal study and assessment. That’s why on-line learning is perfect for busy marketing and sales professionals. University and college are great places for formal learning on-line business courses are ideally suited for informal learning.

If you want to discover how to drive more sales, increase profit, align sales and marketing and create customer value our new on-line b2b marketing course will be perfect for you. It’s ‘dip in -dip out’ format means you get the nuggets of wisdom you need from short video presentations when you need them and you can follow this up with individual and team exercises that will help your business beat the competition.

Check out the course now by clicking the logo.

on-line marketing course

 

 

 

 

 

 

 

Did you know Customer-centric organizations are 60% more profitable than non customer-focused companies. And while that stat is compelling, we’ve found that organizations struggle to become “customer-centric”.

That’s why we are on a mission to help equip today’s b2b marketers with the tools they need to be successful in this demanding and complex environment. This online program is based on our own research, corporate experience, and working with clients over the past 15 years. It is designed to address the biggest problem facing today’s organizations:

58% of deals end in no-decision because value wasn’t articulated to the buyer

#marketingcourses #learnmarketing #onlinemarketingcourse

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