Viewing posts in the Training & Certification category
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8 Design Thinking Principals for Sales Training Success
In the last article, I noted that many sales training programs focus on learning objectives without a similar emphasis on improving (or measuring) business outcomes. In other words, most programs are designed to teach employees new skills and behaviors, but fail align these objectives with goals such as greater market share or higher customer retention. To bring both sets of goals into alignment, future training programs can be built around the principles of “Design Thinking” as outlined in Design Thinking for Strategic Innovation. Below are eight principles that trainers can map any... Continue Reading
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Design Your Sales Training for ROI
CEOs have good reason to expect sales training programs to produce better business outcomes, but many training programs don’t measure these. How can sales training and enablement professionals improve what they don’t measure? What CEOs Want from Sales Training, But Don’t Get In fact, the kind of training-outcomes data that executives most want to see is rarely provided. A survey of Fortune 500 executives by The ROI Institute and the Association for Talent Development (ATD) found a yawning chasm between the outcomes that training programs typically measure and what CEOs want them... Continue Reading
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Crowdsourced Sales Training with John Barrows
Today’s selling environment grows more and more difficult by the day. That’s because the march of technological progress drives up the complexity (and price tag) of our solutions so buyers increasingly hesitate to pull the trigger. How do we consistently keep salespeople equipped with the skills and knowledge they need to take control of the customer conversation when the “ground truth” is constantly changing? We let them equip one another. This week I joined John Barrows for a discussion about crowdsourced sales training and just-in-time learning on his show, “Make it... Continue Reading
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3 Things High Performing Sales Training Teams Do Differently
Key Takeaways for Training The basic competencies for sales success really haven’t changed since the early days of the profession. Clear communication, compelling messages and sticking to the process produce results just like they always did. However, the buyers have changed. In today’s world they demand insight, and now look to their sales reps to provide it. Reps need to be smarter and more creative than ever before in order to cut through the noise, so we surveyed more than 150 sales executives and enablement leaders to find out how high performing... Continue Reading