A Path of Continuous Improvement

“The organization’s function is to put knowledge to work.” — Peter Drucker

There is no doubt that ongoing training is essential for better sales performance but how and when sales training is implemented can make a difference in the final results. In my travels, I still see companies using a one-size-fits-all approach and throwing away valuable training dollars in the process. The problem? The information salespeople most need to know varies by individual. The solution? First, test the sales person on his or her sales knowledge and then provide customized training that targets any area that needs to be improved.

One more factor that can impact results: Training must be easily accessible to all participants. Gone are the days when companies hosted lengthy sales training sessions off-site. Web-based custom training that provides 24/7 access to the material is a more cost-efficient method with higher compliance.