Three Steps to Make Sales Manager Training Stick

23 January 2015

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Why is it that just weeks after a sales manager training, everything goes back to the way it was, as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't with the concept of sales training at all. Any change management theory worth its salt will tell you that training alone does not get people to change what they do or how they do it, no matter how good, targeted and relevant the training might be. Lasting change is possible only when the interrelated systems, processes and people impacted by the change are re-aligned, supported and measured over a considerable period of time using a holistic approach.

In this session you will learn how to incorporate change management principles into your sales manager training to ensure that it will stick long-term. While using training as a key lever, you will gain an understanding through real client examples and lessons learned of how to facilitate targeted change that includes, but doesn't over-rely on training alone to accomplish the desired outcomes. You will gain tactical suggestions and tools for doing this without breaking the bank, or the organization.

Learning Objectives:

  • Examine common approaches to training sales managers and contrast them with holistic best practices that drive real results.
  • Build upon change management principles to create a practical, powerful process to facilitate change through sales manager training in less-than-ideal circumstances.
  • Gain understanding of a three-part change approach that gets front-line sales managers to change their sales management practices.
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