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October 2, 2017
When Sales Training is Not the Answer
By:
The new quarter just started. As a Sales Leader, you might make or miss your number. But some of your reps/managers are going to miss it for the quarter and the year. You want to help them. Your first reaction is to implement a revenue acceleration plan for those team members. And your first instinct is to train your reps.
Why?
Sales training is an easy answer. Sales Enablement has some training programs already designed and ready to go. You think, “We can just pick the ones that are important and get working. Should be easy-right?”
Most sales training has little impact on sales teams. It doesn’t work because:
Do you want to understand sales strategy better? Flip to the Sales Strategy section of the How to Make Your Number in 2018 . Review how top performing sales organizations implement emerging best practices around sales training and enablement. Help your sales team identify gaps and build a sales strategy.
Missing the number is a result of many reasons. Considering that most Sales Leaders have little budget, what should we do? If sales training is available, how can we use it to be effective?
Three Ways to Make the Number with Sales Training (and little budget):
Oh, get out in the field too. Riding with your team to customer meetings ensures strong adoption.
Your Next Steps
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