Why Sales Training Programs Fail Archives

Knowledge Capture and Knowledge Transfer

By Michael Norton | March 12, 2020

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…

Lack of Leadership Support

By Michael Norton | December 10, 2019

Why Sales Training Programs Fail Reason #1: One of the primary reasons a sales training program fails is that management and leadership are not completely sold on the selected training program or even the idea of doing any type of sales training at all. And when there is a lack of buy-in at the top,…