Feedback is solicited as the test progresses, as these individuals are asked to critique the sales training learning strategies and course materials. Final changes to the sales training program can then be made. 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.
The best organizations tend to develop proprietary sales training solutions based on their own specific organizational requirements. They also utilize the development option that provides sufficient payback, but doesn't offer more firepower than is really needed. In the next issue of Corporate University Review, I'll address best practices associated with the installation of sales training programs. He also conducts seminars and workshops.