CRITICALSales Management Actions to Ensure Sales Training Sticks

Sales Training programs too often fail to deliver the desired business results

Sales professionals will likely forget 80% of training material within 90-120 days after training is delivered

Failure is

frequently caused

by a lack of

expectations after

training

clear

key question to ask before

launching a new

Sales Training

program

The

before, during

and after the

training

What will Sales

Managers

do

Before the Training Sales Managers should:

Preview the Training

Communicate the Training

1

2

Review the training material and understand the post-training reinforcement plan

Ask questions

before participants are involved

Discuss critical responsibilities to reinforce concepts and skills

During the Training Sales Managers should:

Be Visible and Participate

Minimize disruptions

3

4

Attend and participate in training to…

Send a powerful

message about the

importanceof the training program

Minimize disruptions

Allow sales professionals to

on training and retaining

information

focus

After the Training Sales Managers should:

Communicate Follow Up Expectations

Commit to a Reinforcement Plan

5

6

It's critical that Sales Managers know what should happen the day after the training

Will the new tools be available?

Will there be assessment questions?

Are there follow up sessions scheduled?

QUESTIONS TO CONSIDER

Sales Managers must clarify what happensand how the skills will be applied

next

Work with the training provider to create a Reinforcement Guide

• Support activities

• Timeline for completion

• Summary of key concepts

• Activity checklist

• Role plays

• Discussion topics

Guide should outline:

Preview the Training

Communicate the Training

Be Visible and Participate

Minimize Disruptions

Communicate Follow Up Expectations

Commit to a Reinforcement Plan

6 CRITICAL MANAGEMENT ACTIONS

1

2

3

4

5

6

Learn how to transition star sales reps into high performing sales managers!

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BY Ray Makela.

@RayAMakela