Results-based Approach to Sales Training

Our Sales Performance Improvement Process consist of 4 stages:

  1. Identify
  2. Develop
  3. Implement
  4. Evaluate

1. Identify – Focus on assessing your business and performance needs:

  • identifying your business goals and KPIs.
  • identifying your business need or problem that calls for sales training.
  • identifying gaps between actual and desired performance of your sales force.
  • identifying the causes for performance discrepancy.
  • recommend strategies to close the performance gap.

2. Develop – Focus on developing the learning objectives and a measurement strategy:

  • forming a plan for how the entire sales training initiative will be measured.
  • developing a comprehensive measurement strategy for five levels of results.
  • developing a data collection plan that supports the strategy.
  • developing the learning objectives.
  • aligning the objectives with your business goals and strategy.
  • planning and designing a custom sales training solution.

3. Implement – Focus on putting the plan into action:

  • aligning your company values with sales team values.
  • changing belief structures to improve your team’s sales performance.
  • engage your sales people by participating, learning and doing.
  • practice applying newly acquired skills with immediate, corrective feedback.
  • providing action plans to enhance learning retention.
  • implementing a data collection plan to obtain data during and after the training.

4. Evaluate – Focus on measuring the impact on business:

  • sales people’s reaction to the sales training program
  • capability development (organizational and individual)
  • the actual on-the-job practical application
  • impact on business
  • how to isolate the effects of sales training
  • the benefits of calculating the ROI of sales training


To learn more how our results-based approach to sales training can help improve the efficiency of your sales team, schedule a free consultation call with our sales performance consultants at 647-427-1588 or complete the form here.