Sending sales managers through intensive training is one thing, but how do you make the training actually stick? Great question. How do you make sales management training both powerful and sustainable?
A common point of failure for many sales management training programs is to deliver a sales management training event, but then fail to provide a change management strategy to support the long-term adoption of the training. Without a change management strategy, sales managers are left on their own to figure out how to implement whatever knowledge, tools, and methodologies they received from the training on top of their existing responsibilities. Many sales forces know from experiences that this an onerous task indeed.
If you want your sales managers to be the driving force behind high-impact changes in your organization, consider using the following change management principles to improve the staying power of sales management training.
1) Set Clear Expectations and Over-Communicate Them
Effective change management starts with setting clear expectations and then over-communicating them. And then over-communicating them again. You can’t have lasting change if sales managers don’t know what type of change is expected. You need to help managers identify very specific objectives and activities that they need … Read the rest