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Personalized Sales Training : A Modern Learning Advantage

Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized, genuinely “just for me.” What are the advantages of personalized sales training? Training tailored to the individual offers two forms of value: It saves time (the sales reps’ time), which also builds trust. They know you won’t bore them with topics that are irrelevant to their jobs and immediate goals. You produce better sales outcomes by... Continue Reading

Sales Kickoffs and National Sales Meetings—What’s Your Approach?

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Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO). Knowing the importance of this event—and the fear that all of its great information will go in one collective ear and out the other—we asked some sales leaders about their approach in the form of a brief survey.   We all know that large-scale sales get-togethers are important for morale, camaraderie, and setting the sales agenda for the entire organization. But most organizations still have... Continue Reading

Getting More out of Your National Sales Meetings and Sales Kickoffs

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In Part 1 of this series on national sales meetings and sales kickoffs, I recommended that you “beef up” the sales training you provide at national sales meetings (NSMs) or sales kickoffs (SKOs) by creating mobile video content that reps can review before the official training starts. Now, we’ll look at how you can use video during and after a NSM or SKO to prepare new hires for the field. A Frequently Missed Opportunity Formal training sessions should be recorded on video. Unfortunately, this is a frequently missed content-creation opportunity. If you’re... Continue Reading

How to Add Some Muscle to Your Sales Kickoff

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National Sales Meeting (NSM) and Sales Kickoff (SKO) planning season is here, so we need to think about packing a punch for this year’s event. But all too often our punch has the impact of a feather, leaving reps vulnerable to competitors. Here’s how to add some muscle to your program so reps walk away with critical knowledge that sticks. The Disappointing ROI of Sales Training In a recent article in the Harvard Business Review, Frank Cespedes and Yuchun Lee noted that U.S. companies spend $70 billion annually on sales training (an... Continue Reading