Are your sales training programs developing the skills sellers need to influence today’s buyers — or simply delivering information? Your customers can find product details, compare solutions and conduct research on their own. When they engage with a salesperson, they expect something they can’t get from a website or artificial intelligence (AI): an insightful conversation with someone who understands their business and helps them make better decisions.

This session with The Brooks Group sales performance experts will examine common gaps in traditional sales development programs and introduce a practical framework built around four connected pillars: skills assessment, scenario-based practice, reinforcement and real-world application. Attendees will leave with a practical approach for creating sales learning journeys that build stronger seller behaviors, support ongoing development and connect training more clearly to sales performance.

L&D and sales leaders will get practical ways to:

• Identify gaps between traditional sales training and the consultative capabilities today’s sellers need.
• Apply a four-pillar framework to the design of sales development programs.
• Use discovery as a model for taking a specific sales skill from initial assessment through practice, reinforcement, application and measurement.
• Select meaningful measures of training effectiveness that go beyond completion rates to evaluate skill proficiency, behavior adoption and business impact.

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Speakers

Michelle Richardson, Vice President of Sales Performance Research, The Brooks Group Michelle Richardson is the vice president for sales performance research. In her role, she is responsible for spearheading industry research initiatives, overseeing consulting and diagnostic services and facilitating ROI measurement processes with partnering organizations. Michelle brings over 25 years of experience in sales and sales effectiveness functions through previously held roles in curriculum design, training implementation and product development to the sales performance research center.

Dan Agne, Director of Talent Management, The Brooks Group Daniel Agne is a high-energy leader, facilitator, coach and consultant with the ability to inspire learners to be authentically trustworthy in both their professional and personal lives. His passionate and approachable style keeps training participants engaged, willing to learn and open to self-improvement. Daniel’s extensive background in tech, business, sales and leadership allow him to quickly create a connection with a wide variety of sales professionals. Daniel has held a wide range of sales management and leadership positions that give him experiential insight when facilitating sales training programs.