The 6 Top Reasons Business Sales Training Fails

The 6 Top Reasons Sales Training Fails Whitepaper Download.

Sadly, most sales training fails to deliver business results. At a minimum, the ROI from most sales training initiatives is fuzzy, bolstered by only a few anecdotal sales success stories strategically captured to make everyone FEEL a bit better about making the training and time investment. The critical question is — why do most business sales training programs fall short and what can sales leaders do about it?

Unfortunately, we know form sales training measurement data that on average only 1-in-5 participants changes on-the-job sales behavior and improves their sales performance from stand-alone sales training — regardless of how customized, well-received, or timely it was.  Not a hopeful statistic for those looking to grow revenue, boost margins, broaden portfolio mixes, or improve win-rates through sales training.

From our experience at implementing hundreds of business sales training initiatives over the last three decades to thousands of sales reps and sales leaders, we have put together a list of the top six sales training pitfalls — the most common mistakes organizations make when rolling out a sales training program where they need results — and a research-backed checklist of how to avoid the key sales training issues that inhibit sales rep and sales leader behavior change and sales performance improvement.

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