Customize Sales Training for Your Organization

This guide outlines the process of customizing sales training to enhance the effectiveness of onboarding new sellers and upskilling existing ones. It emphasizes the importance of tailoring training programs to meet the specific needs of the organization and its sales professionals through the implementation of learning journeys. A learning journey consists of a series of developmental activities designed to achieve specific goals, taking into account factors such as role, industry, and market. The guide details the need to define metrics that reflect desired outcomes, including both lag and lead measures. It also stresses the necessity of identifying required skills and delivering blended training that combines in-person and virtual methods. Reinforcement of skills through planned repetition and various learning techniques is highlighted as essential for retention. Additionally, the guide discusses the role of managers in supporting training reinforcement and customizing coaching plans to facilitate individual seller development. The document concludes by encouraging a continuous learning approach to adapt training strategies over time.