“90% of all Sales Training Fails”
The problem: 90% of training that sales reps receive fails to produce meaningful, long-term performance gains. Yet, best-in-class companies are increasing revenues by 20% (Aberdeen Group) more than lagging sales forces, through the use of effective sales training.
How KESA leverages Sales Training to maximize long term performance gains
The right content
How a customer buys a product and/or service can differentiate by industry. Therefore, Sales Training content cannot be generic. Best-in-class Sales Training aligns with how your customer buys your product. Focus is then on deliberate skill practice that leads to high performance.
Endorsed by the Salespeople
Without motivation, there can be no learning at all. Salespeople need to recognize and believe in the need for Sales Training. If they don’t recognize the need, the Sales Training will be a waste of time. The buyer (your salespeople) must see the Sales Training as a solution to needs that they agree exist.
Effective Knowledge Transfer
Four critical elements to ensure Sales Training will transfer to the field:
- Engaged students that are actively involved in the entire learning process
- Application field coaching (on-the-job) quickly after the initial training.
- Pre-training to maximize skill practice during classroom training.
- Post-training Sales Coaching support to build in added accountability and execution.
|Problem||KESA Solution||KESA Solution||KESA Solution|
|1. Wrong Content||Customized content that aligns with your client’s buying process||Collaboration with Sales Management prior to training||Sales Impact & Gap Analysis|
|2. Rejected by Sales Team||Customer Survey to identify blind spots in the sales process||Field rides with Sales Reps pre-training||Collaboration on require solutions with team’s ‘A’ players|
|3. Ineffective Transfer||Pre/Post learning using LMS||Implement post-training Individual or Group Sales Coaching||Measure learning and application|
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