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Smart organizations understand the value of sales training and investing in their salespeople and sales leaders. When developing these skills, focusing on four key areas can ensure a robust and sustainable program.

1. Sustainability Objectives

First, consider both short-term and long-term sustainability objectives. It’s crucial to determine what will make the skill development program sustainable for the upcoming year and identify potential challenges and opportunities for year three and beyond. This forward-thinking approach ensures that the program remains relevant and effective over time.

2. Built-In Accountabilities

Second, ensure that accountabilities are built into the program. This includes self-accountability for each professional or leader participating in the program, as well as organizational accountability to support these individuals. By doing so, you create a structure that supports continuous development and application of new skills within the organization and the marketplace.

3. Data-Driven Insights

The third element is leveraging data to understand the strengths and weaknesses of your sales professionals and leaders. A clear understanding of these areas allows for targeted investments in skill areas and organizational structures, driving both short-term success and long-term growth. Data-driven insights enable precise adjustments and enhancements to the program, optimizing the development process.

4. Sales Coaching Framework

Lastly, emphasize the importance of sales coaching. This includes coaching for sales professionals and leaders, as well as establishing an organizational coaching framework. Such a framework ensures consistency and effectiveness in skill development, helping individuals integrate new skills into their daily practices and contribute to the organization’s success.

By focusing on sustainability, accountability, data usage, and coaching, organizations can create a skill development program that not only optimizes their investment but also fosters continuous growth and success in sales and leadership.

Create a Stronger Sales Team

Ready to transform your sales team into high-performing leaders? Contact me to learn more about my sales training and sales consulting programs designed to drive sustainable growth and success.


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