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Why sales training doesn't work and when is it worth the investment?

Whether you are currently implementing sales training, or it was the topic of your last meeting, there is a risk that it won't yield the results you're looking for.

Why Sales Training Doesn't Work?

  • About 80% of new skills are lost within 1 week of training if not used –ASTD

  • Up to 85% of sales training fails to deliver a positive ROI – HR Chally

  • 87% of new skills are lost within a month of training – Xerox

Achieving significant growth isn't difficult, it's just about focusing on the right learning and retention criteria.

What is going wrong?

Improving sales performance is not just about building skills, but about changing how individuals behave in their day-to-day lives. Sales training isn’t a "1 and done" exercise; it’s only the start of the process.

The field of situational leadership shows us that there are two criteria that affect a salesperson's performance on a specific task: their motivation (will), and their ability (skill).

There isn't a magical silver bullet that will improve the effectiveness of sales training. The solution is in the follow-up process, and it needs to be treated seriously and properly managed.

After all, what would be the impact on your business if every salesperson was at least 10% more effective?

6 elements that will immediately impact your sales reps performance based off of Applied Excellence's experience with training effectiveness...

  • Motivation: Build Resilience! Keep your team in a mindset to keep moving forward regardless of outside, professional or personal, factors.

  • Participation: The perfect solution for an aging sales group! The more you encourage team participation, the better the retention.

  • Application: Skills mean nothing if not applied. Students need to be taught how to actually apply the information easily so it is more likely to be used an