Steps to Better Sales Training: As Seen in Selling Power Magazine

Create hard-hitting course evaluations

- By Linda Richardson

One way to measure the effectiveness of sales training is to ask the people being trained whether the training is appropriate and helpful. This is important because if the sales reps (and their managers) don’t view the sales training as critical to their future success, they’re highly unlikely to put the training into actual practice. Course evaluations thus provide a more “human” way of measuring the impact of the training. Evaluations should ask hard-hitting questions such as: To what extent will the skills in the program improve your results? Would you recommend that your colleagues participate in the training? How are you planning to implement this training in your daily sales activities?

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