Is Sales Training Customization Really Necessary?

Hey Enablers, happy Friday, and welcome to this episode of Sales Enablement Straight Talk!

The answer I hear most frequently to the question, "Is Sales Training Customization Necessary?" is, "What!? Yes! Of course, sales training customization is necessary!"

Over 32 years ago, when I entered the training profession from a sales management role, I would have wholeheartedly agreed. Today, I don’t.

Are you sitting down? I'm about to say, "It depends" again. ;-)?

In this week's video, I tell you two stories that illustrate why I don't believe customization is needed for skills-based sales training. I also share what to do instead.

It's a longer video this week, coming in a just over 12 minutes, but I think the message is important and hope you will find it valuable.

VIDEO:

RESOURCES:

In the video, I mention Scenario-Based Solution Training and Buyer Acumen - both of which, unlike skill-based sales training - I do believe need to be customized. I don't go into details in the video, though, so here are links to learn more about each.

Scenario-Based Solution Training:

• Newsletter: https://www.dhirubhai.net/pulse/building-blocks-close-up-sales-training-spotlight-product-kunkle/
• Newsletter: https://www.dhirubhai.net/pulse/building-blocks-close-up-spotlight-personalizing-solution-mike-kunkle/

Buyer Acumen:

• Article: https://gtmmag.com/gtm-metrics-and-mindsets/buyer-acumen-is-the-best-gtm-foundation/
• Podcast: the?Buyer Acumen episode?of The State of Sales Enablement podcast
• Newsletter: https://www.dhirubhai.net/pulse/building-blocks-close-up-spotlight-buyer-interviews-mike-kunkle/
• Newsletter: https://www.dhirubhai.net/pulse/building-blocks-close-up-buyer-acumen-spotlight-exit-mike-kunkle/

I also mention Modern Sales Foundations (MSF) in the video, and our unique implementation approach. You can explore more about MSF here...

Modern Sales Foundations:

• Our Website
• Our On-Demand Demo (Video)

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Well, that's it for this week! Did you learn something new reading/watching this newsletter? If you did, or if it just made you think (and maybe chuckle from time to time - bonus points if you snorted), share it with your favorite enablement colleague, subscribe right here on LinkedIn, and check out?The Building Blocks of Sales Enablement Learning Experience.?Felix Krueger?and?Mike Kunkle?are both Building Blocks Mentors for the weekly group coaching sessions, and we hope to see you there!?For other courses and content from Mike, see:?https://linktr.ee/mikekunkle

Until next time, stay the course, Enablers, and #MakeAnImpact With #Enablement!