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3 Steps to Successful Sales Training

Thu,Apr 12,2012 @ 02:00 PM

3 Steps to Successful Sales Training 

Sales training takes more than a one or two day workshop to be successful and effective. Training needs to be a process not an event.  The below 3 parts must be included to ensure that your training programs are effective and that the learning becomes sustainable.

Part 1: Initial Training Session 
This is usually in the form of an event like a webinar, workshop, or seminar.  This initial training event is essential to introducing concepts and introducing the group to the upcoming training program.

Part 2: Reinforcement Program
In order to protect your training investment is a training reinforcement program is needed.  This program can include testing, practice sessions like role plays, read and reflect activities, self-directed learning plans, and/or discussion groups.

Part 3: Application
The key to a any successful training process is real world application.  Real world application can include discussion groups sharing best practices, role plays that implement newly taught techniques with real world scenarios, and regular coaching sessions to address these real world scenarios and instances where skills have been implemented.

For a more complete look at creating truly sustainable learning programs for sales training success, download the free whitepaper: 4 Steps to Sales Training Success. 

Tim Hagen

Written by Tim Hagen

Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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