Download - How to Ensure Sales Training Success
REQUIREMENTSto Running an EffectiveSales Training Program
Full Executive Buy-In on Sales Training1
Resistance, time and budget constraints are often factors in
ineffective sales training
Commitment from senior
management is
crucial
Focus on a training pilot that builds a
business case for training
Understand what drives most
impactfulchanges in
selling behavior
Training Partner Is Willing to Invest Time in Learning About Your Business2
The training provider must invest the time…
to learn about your
how its sales professionals engage with clients
…to make training relevant to learners
Sales Training Content Aligns with Your Training Priorities3
Off-the-shelf training provides
skills with littlepractical application
Training content must align with skills and behaviors important to an specific sales role
Two-Thirds of the Training Program is Focused on Skills Application4
Avoid lecture-based programs
Skills development & adoption require
active engagement & participation
2/3 OF TRAINING SHOULD INVOLVE:
Interaction in discussions
Exercises
Team activities
Role-plays
Sales Training Content Is Customized for Your Business5
Participants will have a difficult time applying the skills…
…unless training is
customizedfor their business
Personalizetraining to avoid risk of visceral rejection
Sales Managers are Committed to Train and Provide Ongoing Sales Coaching
6
Sales managers
needto provide input, participate, and
reinforce the training program
Ongoingsales coaching helps participants continue to apply learned skills
Learn How to Motivate Your Team for Training Success & More!
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BY Norman Behar.
@NormanBehar