1. Does Sales Training
Really Work?
Why sales training usually doesn’t improve sales results and how to change that
presented by
www.topline-selling.com
16. Sales training won’t
work if:
• You have the wrong people in the room
• You teach them the wrong things
• Then send them back to the same desk
• Where no-one holds them accountable
• And there is nothing to hold them
accountable to
www.topline-selling.com
17. Top Line is
different...
...here’s how
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18. Approach #1
Assess before training
• Learn what training needs exist in the sales
organization before the training
• Ensure that systems are in place to support
the training once it is done
• Train according to needs and towards the
support structure
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19. Approach #2
Train to set the structure
• Train first on the right activities towards
sales success
• Follow the training with coaching for
salespeople on execution
• Follow the training with coaching for
managers on supporting the execution
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20. Putting people into a room
Training them on random things
And hoping for change...
just doesn’t work
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21. Supplement your
training with...
• Data going in (what are the training needs)
• Support coming out (coaching for execution)
• A selling system for consistency and
manageability
• or all of the above...
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22. This is the road to
training success!
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23. Let’s talk about how we
can help get you there!
+36.30.452.4994
info@topline-selling.com
www.topline-selling.com
www.topline-selling.com
