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May 29, 2013
The Key to Maximize Your Sales Training
By:
As Sales Leaders we know sales training is key though. The ASTD (American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before. So what’s the answer to more effective training and improvement in selling time? Agile Sales Training.
Does your current sales training disrupt sales performance? Does it unnecessarily pull people out of the field decreasing selling time? Download our Agile Sales Training Guide. Developed from our Quarter 1 2013 research, It does two things. The guide gauges the quality of your training but assesses if it’s agile. It can give you back selling time.
What is Agile Sales Training?
Agile Sales Training is defined as adaptive and iterative training. It is built on interactions of face to face, video, social and self-learning. Agile involves all known learning platforms in a sequenced methodology. Here is an example:
There are four keys to Agile Sales Training:
Most Learning & Development teams have not adopted this methodology. Why? Traditional methods don’t require change management. And that’s hard work. Most people are ‘stuck’ in the past. It is easy to put reps in all-day training classes. But executives aren’t seeing the results and are stopping the funding. By using agile, reps learn how to interact virtually. And they can then use this with their customers on sales campaigns.
Executing Your Agile Execution Plan:
Sales leaders need to take responsibility keeping sales reps in the field. Agile sales training helps accomplish this task. “Training reps is a hassle. They don’t listen and it turns out to be a waste to time” is heard from Sales VPs often. But your ‘Eureka’ moment should be that you own it. The buck stops with the Sales VP. Use an Agile approach to improve it now.
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