June 22, 2021

Panel Discussion: Why Sales Training Doesn't Work & How To Fix It

1 hour 42 minutes

A very experienced panel of trainers, sales leaders and consultants made up of Bob Moesta, Ian Moyse, Tom Williams, Fred Copestake, Zach Selch, Ken Pearson, David Masover, Ian Hillyard, Simon Bowen and Marcus Cauchi.

We explored:

1. When sales training works ...

2. Factors that contribute to successful engagement and implementation

3. Common mistakes when commissioning training

4. Common mistakes when delivering training

5. Common mistake when evaluating training

6. Common mistakes post-training

7. Current trends for assessment for learning in the lesson

8. How to fix these mistakes?

9. Who needs to be on side for training to succeed?

The conclusions around commissioning and planning mistakes were very telling, as were the observations about management, coaching, measurement, reinforcement. This is the first of several panels Sales: A Force For Good #SAFFG will be hosting to tackle the endemic problems that exist in sales, sales management & leadership, sales recruitment, sales compensation, sales culture.

Your input, suggestions, criticism and feedback are very welcome. We are committed to making sales the noble profession it should be, and your views are valued even if we don't agree with them. We get better not by listening to ourselves but by inviting a range of opinions and experience.

If you want to get in touch with me [email protected]

Please share this episode with your sales leadership, L&D, HR, your trainers and your coaches. We'd love to hear from them

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