“All that effective executives have in common is the ability to get the right things done.”— Peter Drucker
Too often, I see companies taking a “one-size-fits-all” approach to sales training. However, educating the entire sales force on the same topic can be a waste of valuable time and training dollars. The reason is that every sales person is different. A more effective strategy is to measure the LO’s sales knowledge to find out what the individual knows — and doesn’t know — and then use customized sales training to target the specific areas that need to be improved upon.