Is your sales training a Hail Mary pass of desperation or a valuable part of a broader sales strategy? Sales training is not effective when used as an isolated quick fix. Listen to Drew Urteaga and Drew Kiran break down the three main types of training:

  • Motivational Training
  • Event Based Training
  • Sales Training as Part of a Broader Strategy


If after listening, you need more help, download our 10th annual workbook, How to Make Your Number in 2017. It’s the guide top sales leaders use to contribute to revenue growth in a consistent, predictable way.


In an entertaining style, Drew takes a critical view of training and plays examples to illustrate key points.   You’ll enjoy the banter as two seasoned sales leaders poke fun at the stereotypes we all dread about sales training.  More importantly, the episode quickly pivots to a constructive view of how training should be done. 


Drew Urteaga takes the audience deep into the broader strategy of sales training. Sales training is a vital piece to your sales strategy, but cannot be the only piece. A comprehensive strategy includes five steps: Planning, Engagement, Organization, Execution and Support. 


Listen to Drew reinforce the strategic fit of sales training, when he brings in Joe Vitalone to comment on this topic.  Joe is the EVP and President of Mitel Networks. Joe’s been involved in leading five companies to successful sale or IPO, and is an expert on enabling the sales force.  He was asked, “If you are hired to get results quickly by a board and a CEO, and the goal here is to make money for all the shareholders, what do you do in the first ninety days?”

  1. People: Focus on the people first, making sure that I’ve got the team that I want.
  2. Process: Establish a common sales process.
  3. Product: Ensure everybody on the sales team really understands the product inside and out, and can present it back to me or my CEO, or to a CEO of another company.


Sales Training is a vital part of the sales enablement necessary to execute all three of Joe’s priorities.  When done in context of a greater strategy, Sales Training tactics breathe life into the strategy.


Andrew Urteaga

Helps motivate clients to design and implement new sales and marketing strategies so that they stay on track to make their number.
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Clients describe Andrew as an industry thought leader. He has deep experience as an executive, having served in multiple positions as a sales leader, with a track record of outstanding performance in F500 companies.


Prior to joining SBI, Andrew held the position of VP of Sales at Avis Budget Group where he was responsible for sales and marketing leadership. He also held a variety of positions with Cintas Corporation, a Fortune 500 multi-national company, including key quota carrying positions in the sales force from sales rep through to executive leadership.


Andrew’s work has included everything from lead generation, campaign planning and sales process to designing complete sales management coaching programs and new compensation plans.

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