Learning & Development Sales Training Strategy

We collaborated with the L&D team to conduct a thorough analysis of the current state of all sales training materials. We also conducted focus groups and interviews with key members of senior management, the L&D team, and the field-based salesforce to identify the current deficits in both the training materials and the skills/abilities gaps of the internal L&D team to deliver training that was aligned to the company’s strategic direction.

Based on our findings, we developed a comprehensive 3-year sales training strategy for the L&D team that incorporated the following guiding principles for future training development:

• Clearly link to commercial effectiveness impact
• Minimize time spent off-the-job in non-revenue generating activities
• Maximize peer-to-peer learning
• Establish a clear framework for advancement and professional development
• Instill proven industry-best practices and sound instructional design principles

We also provided concrete recommendations for training implementation and evaluation, including a decision methodology for choosing the right learning modalities for training deployment and a learning dashboard to provide data that could be clearly linked to business impact.