Your sales training program isn't meeting expectations. How will you turn things around?

To clear the knowledge and performance gaps, it is necessary to do the following: - Check your KPIs and look which targets are staying behind the target, and understand where to improve - Identify the tasks and the processes where your team is struggling - Gather feedback from their own experience and make a list of these potential improvements

If you are not the person responsible for the training dept (otherwise it may be difficult for you...) ask: is it the reason(s) due to skills or knowledge (any proof anyway)? Traditionally training also deals with attitude but i believe the working environment or leadership plays a more immense role. For example if your products are not matching with the market then what else can training help? To lie? Training is critically important but it is because of it, we have to ensure we do not misuse it.

Add more relevant case studies, interactive modules and updated information to align with current market trends. This will ensure that the material is not only engaging but also practical and applicable to real-world scenarios. Updating the content timely is a key to making the training more effective.

Always focus on enhancing your team's skills beyond just theoretical knowledge. I regularly organize hands-on workshops and role-playing exercises that mimics actual sales situations. Additionally, I bring in industry experts to share their experiences and tips. These efforts helps the team to gain confidence and competence, making them better prepared for actual sales situations.

Promoting a culture of continuous learning and support is crucial. We should encourage open communication where team members can share their challenges and successes. Recognizing and rewarding progress, no matter how small, creates a positive environment that motivates everyone to improve. This cultural shift is essential for sustaining long-term success.

We use advanced sales training platforms that offers personalized learning paths, gamification and real-time analytics. These tools not only makes the training process more engaging but also provides valuable data on each team member’s progress. It ensures that the training is efficient, adaptive and scalable.

Culture, coaching, and technology are three critical elements to sustaining any training over the long-term. The most common thing I see is a lack of coaching on the individual level, and in sales, at the deal level. It’s one thing to provide feedback on calls, but having meaningful coaching sessions with each team member is going to be more impactful and help to sustain whatever training is being rolled out. Ultimately everybody in the organization needs to be singing the same song.