Training, Coaching, and Development in Change Intensive Sales Organizations

Salespeople now work in less predictable operating environments, adapting and improvising to a greater degree than last generation’s sales force. In response, leading sales organizations are dismantling the aging conventions that have defined sales training over the past five decades. They’re moving away from classroom-centered and in-person, instructor-led training and toward learning delivery that is technology-enabled, customized to individual learners, and delivered in context and on demand. And many firms are emphasizing coaching models that focus on observable skill development and professional growth.

In this session we review these and other trends in sales force development, sales training, salesperson coaching, and sales enablement.

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