Final changes to the sales training program can then be made. According to evaluation specialist Dr Elaine Lindheim, Conducting a developmental test should be mandatory, not optional, for any sales training project. Once made, these modifications can mean the difference between a sales training program that succeeds and one that bombs. Movies and television series are shown to test audiences before their release. Consumer products are subjected to focus-group research before their introduction.
Developmental tests serve the same purpose for sales training projects.
Developing new sales training materials from scratch. The best organizations tend to develop proprietary sales training solutions based on their own specific organizational requirements. They also utilize the development the option which provides sufficient payback, but doesn t offer more firepower than is really needed. The main pros and cons of each of these sales training development options are summarized in the table below. All rights reserved.