Category Archives: sales training effectiveness

February 10th, 2015

Measuring Sales Training Effectiveness

sales-training-effectiveness

Measuring Sales Training Effectiveness: When Quick and Approximate is Enough

When organizations invest in sales training, they are eager to know how their investments are paying off.

Learning the answer doesn’t take complex research design or studies of the sort published in scholarly journals. Quick and approximate measures are often enough.

The changes in behaviors and sales results post-training should be major, not minor ones. The need is for visible evidence to build a reasonably high level of confidence that the sales training intervention led to a material change in results.

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August 7th, 2013

Success Story: Making Sales Training Stick and Extending Knowledge Retention through Mobile Gamification

Success Story: Making Sales Training Stick and Extending Knowledge Retention through Mobile Gamification

“How do we make sales training stick?” That question keeps many learning and development leaders (as well as senior executives) up at night. You want your efforts to train your employees to take hold and be leveraged in their work, not wasted as a moment-in-time intervention. Here is an example of what one company did to help its leaders sleep more soundly while improving their sales reps’ performance.

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February 18th, 2013

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall”

Sales Reps - Total Recall

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall” (Part 1 of 3)

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

 

How long until your sales reps forget what they learned at your sales kick-off meeting and training events?

Most people can sing along to their favorite songs from their youth without even thinking about it yet still forget information they read, heard, or learned after just a few days. Knowing that the ability to recall is limited, why then do companies still structure training and learning programs in a manner that takes sales reps offline for a period of time, immerses them deep in new ideas and behaviors, and then send them back out into the field expecting that it all sunk in and is being applied without fail?

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