Shifting from Sales Training to Performance Development - PIP TBD

  • Brad Ansley, SPIHealth

Attendees will understand why sales organizations need to rethink their approach to performance initiatives. Transforming sales training into performance development requires a fundamental shift in mindset, beginning with a clear understanding of business goals and related sales metrics. Development priorities and investments need to align with goals and provide a path to mastery for high impact competencies.

  • Date:Wednesday, June 5
  • Time:12:00 PM - 12:20 PM
  • Room:Learning Lab 3 - Longhorn D
  • Location:Learning Lab 3 - Longhorn D
  • Session Type:Learning Labs
  • Submitter Name: Ansley, Brad
  • Submission Date (CST): 09/01/2019 19:03
  • Session Level: Advanced
  • Submitter Email:
  • Session Length: 20 Minute Micro-Learning
  • How are you planning on keeping the learners engaged during this presentation?: Interactive 20 minute discussion
  • Learning Objective 1: Understand current training spending trends and impact on quota attainment
  • Learning Objective 2: Distinguish between sales training and performance development
  • Learning Objective 3: Understand how the alignment of growth strategies impacts the selection of competency development focus
  • What is the topic your workshop will cover and how is it relevant to the industry?: An estimated $3B is spent on sales training Despite the investment annual quota attainment is on the decline. Must shift from training to development
Brad Ansley