The first question when considering Sales Training is about the need for it. Management of any company has to balance priorities and distribute budgets for the organization’s needs and requirements. So let us first attempt to understand what it takes to make an individual, team, or even an organization better at selling. If we look at the question from that perspective, then sales training is clearly an investment that will pay off with greater opportunities, higher sales closures, and retaining existing customers with lesser costs. Measuring sales training effectiveness is important. Begin by assessing the need for training. What are the goals that have to be achieved through this particular sales programme? The most common goal is to acquire new customers or expand the market reach. Or the product may have to be pivoted to be sold at a higher (with greater profit) sales margins. Sales are not just one activity. There are many specific skills that go into ...