In this presentation you will learn about the top requirements that some of our clients routinely point to as the key drivers of sales training success.

1. REQUIREMENTS
to Running an Effective
Sales Training Program

2. Full Executive Buy-In
on Sales Training1

3. Resistance, time and
budget constraints
are often factors in
ineffective sales
training

4. Commitment
from senior
management is
crucial

5. Focus on a training pilot that builds a
business case for training

6. Understand what
drives most
impactful
changes in
selling behavior

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

8. The training provider must invest the time…

9. to learn about your

10. how its sales professionals engage with clients

11. …to make training relevant to learners

12. Sales Training Content Aligns with
Your Training Priorities3

13. Off-the-shelf
training provides
skills with little
practical application

14. Training content must align with skills and
behaviors important to an specific sales role

15. Two-Thirds of the Training Program
is Focused on Skills Application4

16. Avoid lecture-based programs

17. Skills development
& adoption require
active
engagement &
participation

18. 2/3 OF TRAINING SHOULD INVOLVE:
Interaction in discussions
Exercises
Team activities
Role-plays

19. Sales Training Content Is Customized
for Your Business5

20. Participants will
have a difficult time
applying the skills…

21. …unless training is
customized
for their business

22. Personalize
training to avoid risk
of visceral rejection

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

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

25. Ongoing
sales coaching
helps participants
continue to apply
learned skills

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

27. BY Norman Behar.
@NormanBehar