Questions and Answers
What was the previous model for sales training?
A two-day sales kickoff
How many days of total education did the previous sales training model result in?
8-10 days
What is the 10-20-70 model?
A new sales training model
What is the focus of roleplays in the new sales training model?
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What is the new format for classroom training?
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What technology is used for expert practice in real-life scenarios?
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How long can it take for the new sales training model to drive productivity and efficiency?
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When does training occur according to the text?
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Who is responsible for the learning and development of teams?
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What should be done with frameworks taught in classroom training?
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Study Notes
- The previous model for sales training was a two-day sales kickoff.
- This model was spread across four to five years, resulting in eight to ten days of total education.
- The new model is the 10-20-70 model, with 10% classroom training, 20% roleplay, and 70% in real-life scenarios.
- Classroom training has shifted to a whiteboard experience.
- Roleplays are now focused on practicing and setting the stage for the group.
- In real-life scenarios, call recording and reviewing technologies are used for expert practice.
- This new model can drive productivity and efficiency in three to six months.
- Training is an ongoing process that happens 365 days a year.
- Companies are responsible for the learning and development of their teams.
- Frameworks taught in classroom training should be executed in real-life scenarios and reviewed against the framework for improvement.
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