Chapter 30
Redesigning Your Existing Sales Training
CHAPTER OVERVIEW
The CAT Scan Diagnostic Tool
Content
Architecture
Designing Your Training Session
Trailing Impact: Architect Post-Training Elements
Trainer
Prepare as a Pro
Perform as a Pro
When I began using the unique content in this book for my clients, I realized my work fit into two categories.
1. Companies that had no formal training (We’ll just hire good people)
2. Companies that have “okay” training programs and know there’s a better source out there to improve sales team performance
For the first set of clients, I just went in and offered my training. And the good thing about great training is that, when it changes behavior, it is quite obvious to the company that they made a wise decision ...
