Designing training to engage senior reps w/ Nick Kane

May 31, 2018

Nick Kane, managing partner at Janek Performance Group and co-author of the book Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals, talks about how to frame sales training to engage experienced reps.

Main takeaways:

* Frame the workshop as focused on acquiring knowledge and career development instead of on "sales training."

* Get input from senior reps before the workshop to help shape the content and to make them feel part of the process instead of just passive recipients.

* Follow up with senior reps to get feedback on the training and to develop coaching around ideas and principles set forth in the workshop.