5 Tips to Make Sales Training Stick

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Post on 13-Apr-2017




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    A training playbook from Sales Huddle All rights reserved. 2015 Sales Huddle Group, Inc.

  • #1 BUILD A GAME PLAN Most sales teams approach training without putting much thought into the long view meaning what should happen beyond just the initial 90-day onboarding period for a sales rep.

    Build a calendar that outlines what the next 12-months looks like for training. Breakdown your game plan to display how many training days & minutes you expect to deliver per month to set a training benchmark.

    Send your reps calendar invites & make it your goal to commit to an ongoing plan for all your reps.

  • #2 RANK YOUR TEAM Let your people know where they stand!

    After you have set a game plan and have launched your training program it is then time to measure it. Your goal should be to understand the ATT (Annual Training Time) for each rep on your team. This powerful metric will allow you to better evaluate how training impacts the success of each rep.

    Create a spreadsheet & rank each rep by total training time & key sales metrics (like revenue, units, outbound activity, etc.). Over time this tool can help you better understand how increases in training activity impact your bottom line.


    Research proves that the most effective way to prepare people for a real selling situation is by putting them through a real selling situation. You have to practice!

    Unfortunately, most training turns into a boring meeting and misses on the opportunity to get interactive and create a practice session.

    Put some dates on your training calendar where the focus of the training is on specific selling situations that people struggle with. Keep it simple & assign only one situation for each training, and use that situation to lead your roleplay for the day.

  • #4 VARY YOUR TRAINING A big problem with training is people get bored quick.

    The average attention span of young people today falls between 6-9 minutes. That means, as managers, we have to not only keep each training fast-paced and interactive, but also fresh.

    Make sure to vary the types of training you are delivering. Include the following:

    Workshops: traditional meeting style trainings led by a manager. Games: make roleplaying interactive by turning it into a game. External Trainer: bring in outside trainers to share new ideas. Self-Training: assign reading, webinars, & blogs.

  • #5 CREATE FUN REWARDSTraining should be fun! I am sure you agree that we all like to be rewarded why not carry that over into training.

    Setting up a competition structure where top performers get rewards is easy. Just takes a little bit of thought & then you to create a little competition in the office. Take these steps:

    Think of Rewards: list 5-10 rewards that you can give away to top performers (gift cards, cash, experiences, etc.)

    Set Reward Levels: assign different point totals to each reward. Deliver Points: assign different point totals for different activity (i.e.

    attending a training, winning a roleplay, total training time)


    A training playbook from Sales Huddle All rights reserved. 2015 Sales Huddle Group, Inc.

    With most training being lost within 30 days of completion, The Training Game helps make training stick through a game platform that is customized to each organization, flexible to any environment and fun for a generation that knows the game has changed. Request to See a Demo