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