Person Holding A StratoscopeHow many times have you or your team completed sales training without knowing its real outcome? You’ve asked yourself, “Will I be able to turn all this content into actionable tactics? Will it help drive more sales or will this just be another learn-and-forget experience?”

The following post explains exactly what to consider before starting a sales training program. It will also cover how to measure the effectiveness of sale training after completion.

What Is The Aim Of The Training?

It is important to review the outline of a training session to determine what will be taught and how the learners will be evaluated. This will ensure there is enough data to predict how the student will apply the training to their daily routine.

How Is The Training Being Delivered?

Everyone learns differently and the method of how a training session is delivered will indicate whether your team will listen, learn, and perform. If you expect your sales team to take things seriously, a training session needs to fit their schedules, learning styles and personality. Make sure you consult with your team before choosing the right learning solution.

What Evaluations Are Taking Place?

Throughout a training session or seminar there should be multiple checks and balances that take place to ensure your learners are understanding the materials and are interested in what is being presented. Your learners should be evaluated in multiple ways that are not only test-based but also allow them an opportunity to present their ideas and apply the key concepts learned. This will ensure they are understanding the materials thoroughly and are able to apply them to their role.

Is The Management Team On Board?

Your sales team will only adopt a new process if their manager enforces it. Adoption of anything new takes time and effort. If management checks in with their staff and helps them where needed, it will go a long way. A training program needs to include support and coaching for the management team.

What Happens Next?

Learning shouldn’t end because the training session did. There needs to be further development and check-ins to make adjustments and ensure that the lessons have been applied. These reviews should happen over a weekly, monthly, and quarterly basis to ensure the lessons learned continue to align with your organization. If a new process or routine has not taken shape, it’s important to set follow-up meetings with the training organization and your sales team to keep everyone in check and work out any issues.


Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

May 16, 2019 4:57 am
70% of Your Pipeline from Social Selling? Arzoo’s Story

 I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years. 

May 6, 2019 9:00 pm
Frontline Sales Managers Are The Key To Your Social Selling Success

Over the last two weeks, two prospective customers have approached me with different ideas they had for their businesses.

Feb 28, 2019 9:25 pm
Tom Peters States “Training Is the Number One Profitability Strategy for Your Company”

Tom Peters’ 2018 book The Excellence Dividend  talks about how critical skills and capability development is for any department in your organization. In fact, he states that training is the number one profitability strategy for your company.