Looking to maximize ROI in your sales training program? Engage your Sales Managers and avoid dropping a sales training bomb on the organization.

1. CRITICAL
Sales Management Actions to
Ensure Sales Training Sticks

2. Sales Training
programs too often
fail to deliver
the desired
business results

3. Sales professionals will likely forget 80% of training material
within 90-120 days after training is delivered

4. Failure is
frequently caused
by a lack of
expectations after
training
clear

5. key question
to ask before
launching a new
Sales Training
program
The

6. before, during
and after the
training
What will Sales
Managers
do

7. Before the Training Sales Managers should:
Preview the Training
Communicate the Training
1
2

8. Review
the training material
and understand the
post-training
reinforcement plan

9. Ask questions
before
participants
are involved

10. Discuss critical responsibilities to reinforce
concepts and skills

11. During the Training Sales Managers should:
Be Visible and Participate
Minimize disruptions
3
4

12. Attend and participate in training to…

13. Send a powerful
message about the
importance
of the training program

14. Minimize disruptions

15. Allow sales professionals to
on training and retaining
information
focus

16. After the Training Sales Managers should:
Communicate Follow Up Expectations
Commit to a Reinforcement Plan
5
6

17. It's critical that Sales Managers know
what should happen the day after the training

18. Will the new tools be available?
Will there be assessment questions?
Are there follow up sessions scheduled?
QUESTIONS TO CONSIDER

19. Sales Managers must clarify what happens
and how the skills will be applied
next

20. Work with the training provider to create a
Reinforcement Guide

21. • Support activities
• Timeline for completion
• Summary of key concepts
• Activity checklist
• Role plays
• Discussion topics
Guide should outline:

22. Preview the Training
Communicate the Training
Be Visible and Participate
Minimize Disruptions
Communicate Follow Up Expectations
Commit to a Reinforcement Plan
6 CRITICAL MANAGEMENT ACTIONS
1
2
3
4
5
6

23. Learn how to transition star sales
reps into high performing sales
managers!
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24. BY Ray Makela.
@RayAMakela