How to Ensure Sales Training Success

REQUIREMENTS
to Running an Effective
Sales 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
impactful
changes in
selling behavior

Training Partner Is Willing to Invest
Time in Learning About Your Business2

The training provider must invest the time…

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 little
practical 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

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
customized
for their business

Personalize
training to avoid risk
of visceral rejection

Sales Managers are Committed
to Train and Provide Ongoing
Sales Coaching
6

Sales managers
need
to provide input,
participate, and
reinforce the training
program

Ongoing
sales coaching
helps participants
continue to apply
learned skills

Learn How to Motivate
Your Team for Training
Success & More!
Download White Paper

More Related Content