Training is often mistaken for a one-time event. Training becomes an item on a checklist that someone checks off as completed. The problem with this approach is that it is transactional, and it doesn’t lead to the transformational change that precedes better sales results. In the long run, very little will change, and because people are creatures of habit, they go back to what they are comfortable with, even when it doesn’t produce the result they need.

We look at transformation through the two concepts of training and development. When we train, we are providing new beliefs, new skills, and new tools, all of which are necessary. Development is the application of these new beliefs, skills, and tools to create new outcomes.

Development requires consistent expectations, coaching, and discussion. It requires a cultural change where all participants are required to work on their growth and development, led by their sales managers and leaders.

Sales Accelerator delivers the results in micro-learning modules that foster learning across your entire team, providing a common set of concepts and language that provide methodologies that all participants can follow.

This kind of development creates a sales team-wide foundation to which sales leaders and salespeople all play from the same playbook.

More importantly, teams are able to create more new opportunities, close deals faster, and create pipeline projections with improved accuracy.

Training by itself is important, but if you want sustainable results, both training and development are required.

Course Curriculum