99
An industry perspective The pattern of investment in training across industry sectors appears the same, with the exception of FMCG, who would appear to be over twice as likely to be investing signifi- cantly in training compared to other sectors.
Figure 4.10. Level of investment in training – industry sectors
■ FINANCIAL SERVICES ■ FMCG / CPG ■ IT / HIGH TECH ■ MANUFACTURING ■ OIL AND GAS ■ UTILITIES
0% 10% 20% 30% 40% 50% 60%
SIGNIFICANT
MODERATE
NOT MUCH
NONE
The general perception of buy-sell relationships is that the sales side (key account managers using CRM practice) are often better trained and equipped to manage their accounts than their opposite numbers within often embryonic SRM functions. The find- ings here support this perception and illustrate the tendency for sell side organisations to invest more heavily in training.
Figure 4.11. Level of investment in training – buy side / sell side
44% 45%
■ BUY SIDE ■ SELL SIDE
31%
28%
18%
16%
9%
9%
SIGNIFICANT
MODERATE
NOT MUCH
NONE
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