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Why Do Most Training Initiatives Fail?

What can be more daunting than launching a company-wide initiative where the people who judge its success talk for a living? Bottom line – it better work. Bad news – most sales training initiatives fail to deliver. 

This paper is designed to avoid the top six pitfalls when developing a training program or evaluating potential outside training partners. It’s not a comprehensive list of "how to's" but rather the most common mistakes organizations make. Regardless of your need, our hope is that the information provided will ensure you successfully transform your organization.

Don't Let the Top Six Reasons for Failure Happen to You - Download Today!

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  1. Focusing on the What vs. the Why 
  2. Investing more on what happens in the workshop than after the workshop 
  3. Measuring the post training behaviors and not customer outcomes 
  4. Believing it's a front line problem 
  5. Throwing everything in but the "the kitchen sink" 
  6. Implementing a sales program

 

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About the Author

Tom Stanfill, Founding Partner and CEO

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Tom Stanfill, founding partner and Chief Executive Officer, has channeled his years of selling experience into consulting, developing, and helping some of the world’s greatest sales organizations identify and bridge their gap in sales force execution.

Since 1996, in over 25 countries, ASLAN has focused on accelerating change within many of the world’s largest sales organizations.

  


 

Discover Why the World's Best Companies Choose ASLAN Training

 

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There's no such thing as the typical field rep.

The key to success is a balancing act: learn how to address customer needs and your business needs at the same time.

ASLAN teaches your team both the high level strategy and case-specific tactics to gain the trust needed to gain new customers and go deeper and wider into existing accounts.            

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From inbound to outbound, ASLAN has you covered.

Inside Sales Reps face 18 Unique Challenges that make specialized training a must.

ASLAN has created an inside sales training program that not only maximizes your ability to meet the needs of your existing customers, but paves the way to powerfully and profitably engage new prospects.                                                                         

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Transform sales managers into catalysts.

A catalyst is someone who inspires and accelerates change in others. You might call them a coach, but they are very different from so many who merely track performance and keep score.

A catalyst understands that incentive plans, training classes, and performance scorecards are not enough to change behavior.