90% of all Sales Training Fails

The problem: 90% of training that sales reps receive fails to produce meaningful, long-term performance gains. Yet, best-in-class companies are increasing revenues by 20% (Aberdeen Group) more than lagging sales forces, through the use of effective sales training.

How KESA leverages Sales Training to maximize long term performance gains

sales-training1.The right content

How a customer buys a product and/or service can differentiate by industry. Therefore, Sales Training content cannot be generic. Best-in-class Sales Training aligns with how your customer buys your product. Focus is then on deliberate skill practice that leads to high performance.

2.Endorsed by the Salespeople

Without motivation, there can be no learning at all. Salespeople need to recognize and believe in the need for Sales Training. If they don’t recognize the need, the Sales Training will be a waste of time. The buyer (your salespeople) must see the Sales Training as a solution to needs that they agree exist.

3.Effective knowledge transfer

Four critical elements to ensure Sales Training will transfer to the field:

  • Engaged students that are actively involved in the entire learning process
  • Application field coaching (on-the-job) quickly after the initial training.
  • Pre training to maximize skill practice during classroom training.
  • Post training Sales Coaching support to build in added accountability and execution.

*The following table describes the common problems for sales training and our solutions for each one.


KESA Solution

KESA Solution

KESA Solution

1. Wrong content

Customized content that aligns with your clients buying process

Collaboration with Sales Management prior to training

Sales Impact & Gap Analysis

2. Rejected by Sales Team

Customer Survey to identify blind spots in sales process

Field rides with Sales Reps pre-training

Collaboration on require solutions with team’s ‘A’ players

3. Ineffective transfer

Pre/Post learning using LMS

Implement post training Individual or Group Sales Coaching

Measure learning and application