Janek Resources: SPM March 2017

Sustaining Sales Training For the Long-Term

It’s common practice for sales organizations to earmark significant budget dollars for training. But no matter how cutting edge the training is, its long-term effectiveness can vary if it’s not carefully planned and implemented from the very beginning. You might have significant adoption of best practices for a while following the training period, when enthusiasm and teachings are still fresh, but unless the training is carried forward with a sustainability strategy, you could end up back where you started. And next year, you’ll do it all over again. With the same mixed results.

With a sales training solution in place, sales organizations often encounter internal barriers, one of the biggest being skepticism—laced with a little cynicism. Experience will have taught the skeptics within the sales organization that training may not be carried forward in a meaningful, thoughtful, and productive...

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