Does this sound familiar? Six months ago, you promoted “Bob,” an outstanding salesperson who has excellent skills and the respect of the sales team to sales leader. Today, Bob is busier than ever — on calls with the other salespeople, helping to close their deals. The new salesperson hired to replace Bob is struggling, generating less revenue than Bob did in his former role.
You may think a successful start to sales training begins with a room full of eager, well-prepped trainees. It might be a good start for the trainer, but a successful sales training program must start with an entirely different audience: the sales leader.