Tag Archives: sales training investment

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales training will never develop a better track record unless we do a better job determining the strategic reason why we are doing the training in the first place. Continue reading

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Optimizing your sales training investment

Optimizing sales training investments is critical. To do that, don’t just focus on the sales training program itself – look at what you do before and after the program. They are as critical to success as the sales training program itself. This article focuses on what can be done before the sales training program to optimize a company’s sales training investment. Continue reading

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Optimizing your sales training investment

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques. The authors made the following observation about how to get more out of sales training programs: “Although it could be improved, the content of the training is not where the improvement is most needed” – “The most significant improvements lie in rethinking the mind-sets that employees and leaders bring to the training, as well as the environment they come back to. These are tasks that only senior leaders can take on.” This post shares the implications for sales training.

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