Category Archives: sales training retention

March 31st, 2015

Sales Leaders Have a Role in The Retention of Sales Training

retention-of-sales-training

Sales Leaders Have a Role in The Retention of Sales Training

“Only 32% of respondents rate their organization effective at sustaining the impact of their sales training program.”

That sobering statistic comes from a recent research report by Richardson and Training Industry, Inc.

As a sales leader, you can have an impact on the retention of sales training, and it’s not as hard as it sounds. All you have to do is ask.

If you send a group of salespeople to sales training, and you want them to retain and use that training, you need to ask them what worked for them and how they’re using it. And, you have to do this repeatedly. People will give you what you ask for.

You might ask, “What is your plan is to use this particular piece of the training this month?” Then, the following month, you ask how it went — and what things are they going to work on next month.

The thing about salespeople is, if you give them a target, they’ll nearly kill themselves to achieve it.

The same is true about retention of training. If you ask them to apply it and then ask them to share with you how it has worked — and then to give you additional examples of how it worked — that lesson will become embedded in the day-to-day workflow. Then, you move to the next » Continue Reading.

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