eBook
How to turn training into lasting sales results
What you’ll learn :
- Audit your team’s capabilities - they may need coaching, not training
- Understand what each team member actually needs
- Train your sales managers first: they matter most
- The six strategies that make training stick
What's inside
Inside the download. What it covers, section by section.
Run a pre-training evaluation instead of defaulting to a course. Research shows roughly 30 per cent of salespeople cannot be coached, and you need to know that before you spend the budget.
Identical development for everyone wastes money. Top performers usually get the biggest uplift, strugglers need different support, and an evaluation tells you who is in the right role.
Dave Kurlan and the Objective Management Group found about 82 per cent of sales managers are ineffective. This chapter covers how to raise that with a manager without making it personal.
The Center for Creative Leadership model says 70 per cent of learning is on-the-job experience, 20 per cent is coaching and feedback, and only 10 per cent is formal classroom training. Most firms invert it.
If a course teaches something that conflicts with how your team actually sells, nothing sticks. You need a milestone centric sales process in place before you book any training.
Research shows 85 to 90 per cent of sales training has no lasting impact after 90 days. Training only holds when managers keep coaching afterwards and results get measured.
Resources
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Frequently asked questions
Common Questions
Because training is treated as an automatic reflex. Most programmes are average at best, and a team that needs coaching is sent to a course instead. The guide sets out six research-backed strategies that change the outcome.
Audit capability first. Training teaches something new; coaching embeds what someone already knows but does not consistently do. The guide opens with how to tell the two apart before you spend anything.
Your sales managers. They have the largest effect on whether training survives contact with the field, which is why the guide treats them as the priority rather than an afterthought.
The next step
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Whichever way you work with us, the same proven Revenue OS runs underneath. Book a growth session and we’ll show you where to start.