Make Sales Training More Effective by Making It Harder
Mar 29, 2018
3 minutes
BY JEFF WINTERS
Not long ago, my company was the king of ineffective sales training. We’d hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts and learning how to handle objections.
As the company grew, however, I found that individual sales approaches were wildly different. Our reps answered questions inconsistently, and prospects underwent entirely divergent experiences.
It became increasingly obvious that our haphazard training model would lead to inconsistent
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