Sales training is a powerful investment in your business growth.
Provided the training focus is properly diagnosed, is appropriate to both the market and the sales organization, and it is effectively delivered and supported, companies will quickly recoup their investment many times over.
However, statistics show that training does not always deliver the desired results.
Retention of new skills, knowledge and behaviors may be fleeting if there is no reinforcement to the learning; and productivity gains may drop before the year is up when the right kind of support is absent.
Don’t let this happen to you.
If you want to drive solid revenue and profit growth while motivating and supporting your team, take time to answer the following ten questions before you commence your next sales training initiative.
Ten questions to answer to assure optimal business results:
- Is training the right solution for your team’s specific performance issues?
- Are you fully committed to training as a process and not an event?
- Is the training aligned with key business objectives?
- Have you clearly diagnosed the critical development requirements and desired
outcomes? - Do you have the systems in place to effectively transfer new skills / learning to
the real world? - Have you identified critical milestones, feedback and measurement systems?
- Are trainees held accountable for results?
- Do your compensation and recognition systems support the new behaviors?
- Is management equipped to reinforce or support new learning?
- Is the executive team fully committed, and involved in the process?
