Sales training is most effective when it starts with the right diagnosis. Too often, a request for a skills program is based on one view of the performance challenge, only for the organization to discover later that other factors  — such as poor adoption of a sales methodology or sales process that doesn’t align with how customers buy — are contributing to the problem. For learning and development (L&D) leaders, identifying those factors before building training can mean the difference between addressing a skill gap and investing in training that won’t solve the underlying problem.

In this session, Victor Bilgen, vice president of diagnostic solutions, will share data from Tyson Group’s 2026 Sales Performance Trends research report on the most common hidden gaps impacting sales team performance. He’ll also discuss how to use the data to inform a training and development plan that addresses the real gaps in your sales organization and aligns with your strategic goals. You’ll walk away better equipped to determine where to invest L&D time and resources to improve sales team effectiveness.

This session will provide insights on how to:

• Identify where and why sales teams struggle most with sales process and methodology adherence.
• Assess where your sales team is strong and which skill gaps may require training.
• Uncover the root causes behind stalled pipelines and inconsistent sales execution.
• Prioritize changes that can have the greatest impact on productivity and revenue.
• Build a partnership model for L&D and sales leaders for designing sales training, the coaching cadence and the metrics to measure outcomes.

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Speaker

Victor Bilgen, Vice President of Diagnostic Solutions, Tyson Group Victor Bilgen is vice president of diagnostic solutions at Tyson Group, where he leads the data and assessment work behind Sales Team Science®. He joined Tyson Group from McChrystal Group, where he led the firm’s Team Science practice, applying network and behavioral analysis to how teams actually operate. He is a contributing author to the Oxford Handbook of Networked Strategy. Victor’s work gives sales and L&D leaders an objective read on where performance breaks down before a single training dollar is spent.