If you’ve been in the sales game long enough, you’ve undoubtedly been put through the sales training ringer. Week long immersion courses, training workshops, quarterly ride-alongs or visits from the corporate sales managers for 1-2 day sessions. The list goes on and on. Most of these tactics are still being used today and sales leaders wonder why, more often than not, these training techniques aren’t creating better reps and driving accelerated revenues for their business.
The main reason is reinforcement! Once this type of training is over, it’s over. Most of the time there’s no takeaways from these training techniques that allow the sales professional to take what they learned and make it an integrated piece of their sales strategy moving forward. Sure, they might apply what they learned for a few months, but without having 24/7 access to the right training material, eventually what they learned will fall by the wayside and you’ll end up with training investment wasted.