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No matter what sales methodology you use—The Sandler Selling System, The Challenger Sale, SNAP Selling, Conceptual Selling, CustomerCentric Selling, or another—there are critical sales training topics your program should include. If you’re the person responsible for sales training, and you’ve wondered how you can make your team more effective, don’t be afraid to give your current program a quick checkup.

According to Frank Cespedes and Daniel Weinfurter of the Harvard Business Review, “More than 50% of US college graduates, regardless of their majors, are likely to work in sales at some point. But of the over 4,000 colleges in this country, less than 100 have sales programs or even sales courses, and of the more than 170,000 students who earn MBAs annually, only a tiny fraction learn anything about sales.”

That means what we think it means: organizations can’t take sales skills for granted as they onboard new sales professionals. Effective onboarding and on-the-job training are must-haves. It also means even the strongest sales methodology program may still have gaps.

Our Essential Sales Training Topics Checklist will help you identify areas of strength and opportunity so you can ultimately build or supplement an amazing sales training program.

SALES TRAINING TOPICS

Chuck Cohn neatly outlines differences between B2B and B2C sales in his Forbes post. B2B sales pursuits involve a longer decision process, more stakeholders, lengthier relationships, a smaller lead pool, and a different type of product knowledge than B2C pursuits.

These differences necessitate training tailored to each type of sales pursuit, so we’ve compiled a B2B and a B2C checklist. Use the appropriate checklist to help you answer the question: Where do my sales professionals need to build their skills?

No matter what sales methodology you use—The Sandler Selling System, The Challenger Sale, SNAP Selling, Conceptual Selling, CustomerCentric Selling, or another—there are critical sales training topics your program should include. If you’re the person responsible for sales training, and you’ve wondered how you can make your team more effective, don’t be afraid to give your current program a quick checkup.

According to Frank Cespedes and Daniel Weinfurter of the Harvard Business Review, “More than 50% of US college graduates, regardless of their majors, are likely to work in sales at some point. But of the over 4,000 colleges in this country, less than 100 have sales programs or even sales courses, and of the more than 170,000 students who earn MBAs annually, only a tiny fraction learn anything about sales.”

That means what we think it means: organizations can’t take sales skills for granted as they onboard new sales professionals. Effective onboarding and on-the-job training are must-haves. It also means even the strongest sales methodology program may still have gaps.

Our Essential Sales Training Topics Checklist will help you identify areas of strength and opportunity so you can ultimately build or supplement an amazing sales training program.

SALES TRAINING TOPICS

Chuck Cohn neatly outlines differences between B2B and B2C sales in his Forbes post. B2B sales pursuits involve a longer decision process, more stakeholders, lengthier relationships, a smaller lead pool, and a different type of product knowledge than B2C pursuits.

These differences necessitate training tailored to each type of sales pursuit, so we’ve compiled a B2B and a B2C checklist. Use the appropriate checklist to help you answer the question: Where do my sales professionals need to build their skills?