Why Sales Training Programs Fail
Knowledge Capture and Knowledge Transfer
Why Sales Training Programs Fail Reason #11: Relevancy drives active participation. Programs tend to fail when the trainer or training organization and the client skip the critical step in discovery to share current best practices, previous training ideas, and concepts that are in use and still working to some degree. And training companies often make…
Read MoreNot Considering All Options
Why Sales Training Programs Fail Reason #10: As companies recognize that they need, or should implement a sales or sales management training program, the conversations that take place include the possibility of using a training organization that they have used in the past, or including someone or some training organization where someone on the executive…
Read MoreNo Clarity
Why Sales Training Programs Fail Reason #9: Imagine you could accelerate your decision-making process around sales training, thereby accelerating the success of the launch of the right sales training, and ultimately accelerate your revenue. To learn more about how we help companies expedite the decision-making by helping them with how to choose the right training…
Read MoreThe Masses
Why Sales Training Programs Fail Reason #8: Does it always make sense to train everyone on the sales team the same program or content? There are some companies who believe that they must include everyone as they plan for sales training. The goal might be to develop a common sales language, process, and methodology. It’s…
Read MoreSelective Emphasis
Why Sales Training Programs Fail Reason #7: When there is a perceived need for sales training it usually is driven by someone believing there is a lack of skill or technique in certain areas. Some might believe that parts of the sales organization struggle with the front end of the process, meaning pre-call planning, account…
Read MoreOver-Reaching
Why Sales Training Programs Fail Reason #6: Customizing or personalizing a program makes so much sense these days as sales teams want relevancy in the classroom and buyers want to engage with well-educated and well-trained selling professionals. The intent for both training providers and organizations to meet this need is solid, however, the breakdown comes…
Read MoreBudget
Why Sales Training Programs Fail Reason #5: How much does a sales training program cost? That is really the wrong question, isn’t it? After all, many times the reason that a sales training program fails is that it was never properly budgeted from the beginning. And it is the wrong question for at least a…
Read MoreCommitment to Reinforcement
Why Sales Training Programs Fail Reason #4: In the early days of planning to buy, build, and implement a sales training solution, organizations include reinforcement as a “must-have” in order to make sure the training sticks and that the sales teams adopt and use the sales skills and techniques learned during training. Even when vetting…
Read MoreUniversal Approach
Why Sales Training Programs Fail Reason #3: If there is one thing companies should consider when launching a sales training program is that a “one size fits all” approach may not work. There are so many factors that go into deciding who we should have participate in the training program. Do we train everyone? Because…
Read MoreSales Savvy Point of Contact
Why Sales Training Programs Fail Reason #2: Now that the decision has been made to move forward with a sales training initiative, the budget has been approved, the training partner selected, all that is left to do is assign the project to someone who will own the program within the organization. This is never as…
Read More