4 Common Sales Training Mistakes Not to Make

Despite the hours spent crafting the perfect program, your training doesn't deliver the expected results. We've analyzed the top mistakes that businesses make when crafting and executing their sales training.

1. Training isn't aligned to specific business objectives.

One of the biggest training mistakes you can make is not aligning your course with business objectives, or worse, not defining business objectives at all.

Before creating content for your training, you must take into account business needs, goals, and desired outcomes. Once you've decided on the desired results, you can start defining your training objectives. 

2. Learning doesn't incorporate active engagement.

It's important that you avoid spending the majority of your training lecturing your participants. Instead, you should spend more time actively engaging your learners through social learning techniques, like group discussions, scenario-based learning, and team exercises. Employees apply what they learned when they can actively participate during training.

3. Lack of commitment and support from management.

A learner is more likely to apply new knowledge when they feel that management supports their development. So it's important that company management demonstrates a commitment to supporting learners through coaching, following up, and skill reinforcement.  

Manager support and coaching is critical to the learning journey, which is why managers should schedule regular meetings and facilitate personal follow-ups. 

4. Learning isn't continuous.

Learning shouldn't be a one-time event. Continually reinforcing sales training materials increases business impact and facilitates continuous growth. 

To learn more about how to create a continuous, adaptive learning journey, download our eBook, How to Design, Implement, Improve Training Reinforcement.

This post was originally published on September 13, 2017.

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