Mar 142011

Sales Training – The Future of Selling; is there anything new in Sales Training?

Sales Training: By Tom McDonald, McDonald Sales and Marketing, LLC 

I’ve been seeing within Linkedin lately, posts from sales trainers and sales consultants that range from “Sales training doesn’t work” to “We’ve been making little progress in execution”

American corporations currently spend over 15-billion dollars each year on sales training, which is over $2,000 per sales person. Yet, despite this huge investment, sales people and sales managers regularly report that they believe almost all sales training is ineffective and the sales person of today is no better than sales people were 10 years ago.

Why is this?

Is there anything new in sales training that can advance individual sales performance?

All other things being equal, the sales consultants, trainers and facilitators I’ve been talking to, have identified there are two perpetual, sales training problem areas, for individual sales training participants:

(1) Participants are consistently unable to individually learn the critical sales information to fluency (mastery), in the training time allocated; (Where Mastery creates individual, adaptive reasoning skills required to effectively apply knowledge to new situations).

(2) Participants are consistently unable to receive, individual, ongoing reinforcement to appropriately and successfully apply the critical new information, to change individual behaviors.

The sales consultants I am talking to agree, if they were able to dramatically improve these two items, they would see a dramatic positive impact on individual performance improvement, which directly impacts business bottom line.

The best sales consultants, trainers and facilitators are uniquely and individually impacting these two items to the best of their individual abilities.

The reoccurring problem is that the ideal one-to-one learning and one-to-one reinforcement requires lots of trainer, consultant and facilitator time, which collectively is cost prohibitive.

The ideal one-to-one approach becomes more difficult, with additional time/expense added; when you train larger groups of individuals; (It is not scalable).

And, if the responsibility of ongoing individual reinforcement is shifted to the sales managers, where appropriate reinforcement becomes detached from the training process prior to individual behavior change, there is limited accountability and  inconsistent individual performance improvement results .

Enter sales performance improvement technology which directly empowers the sales trainer, consultant and facilitator to

  • Create individual learning to Mastery
    • 11% less study time, 22% less test time, and 95% higher test scores.
  • Individually reinforce critical sales information, over time
  • Account for individual engagement
  • Monitor individual performance improvement
  • Maximize their F2F time by introducing  blended eLearning pre and post live training

Your stellar content, your facilitative expertise, your results on steriods; THE NEXT NEW THING.

What are your thoughts?

Do you agree that there is room for individual improvement in learning and reinforcement?

Do you agree that if these items were bettered, your individual outcomes would be bettered?

Please let me know your thoughts.


To Discuss how these Solutions will add value for you, your organization and/or your clients, Affinity/Resale Opportunities, and/or Collaborative Efforts, Please Contact:

Tom McDonald,; 608-788-5144; Skype: tsmw5752

sales training, McDonald Sales and Marketing, LLC