Sales Training Preparation

Prepare Salespeople and Managers to Receive Sales Training

What good is sales training if salespeople don’t buy into it? Two critical adult learning principles come into play when you consider how to prepare your sales force and their managers for training.

  1. When salespeople have a higher pre-learning motivation level, they demonstrate greater learning and more positive reactions to the sales training.
  2. Salespeople with more support from their managers enter training with a stronger belief that the content will be useful.

So, how does Action Selling accomplish these two vital principles?

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Benchmark the sales forces current skills with a validated assessment.
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Provide enough information prior to sales training.
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Hold everyone accountable.
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Survey participants so they can share their perceptions of the need to train.
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Pre-train the managers so salespeople have a trained environment to work in.

Preparation

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