Top 3 Signs Your Sales Training Isn’t Working (& How to Fix It)


You’d be hard pressed to find a more results-oriented business than sales. With only two potential outcomes—making the sale or failing to make the sale—there is little room for gray area. Either you succeed or you don’t.


Because of the high-pressure nature of sales, it’s no surprise many companies invest in extensive training for their team. When the competition is steep, you want to do everything you can to make sure your sales team is as prepared as possible. But what if your training isn’t working?

Research shows most sales training is largely ineffective. With staggering statistics like “Up to 80 percent of new skills are lost within one week of training if not used” and “Up to 85 percent of sales training fails to deliver a positive ROI,” the outcome seems pretty bleak. 

However, it’s easy to see those numbers and convince yourself that your sales team doesn’t have that problem. How are you supposed to know if your sales training is actually working?

3 Telltale Signs Your Investment in Sales Training Isn’t Paying Off

  • Your sales numbers don’t improve: We’ve already established you’re in a results oriented business. If training isn’t having a positive impact on the numbers, then it probably isn’t working.
  • Your sales team doesn’t use the concepts: Their training taught them something new, but they have yet to implement that new skill in their approach to making a sale.
  • You see telltale signs of boredom during training: It’s pretty easy to tell if someone has mentally checked out. If your sales team seems distracted, disinterested or bored during training, they aren’t likely to put any of their new skills to use.

Yet, in theory, you know training your sales employees is important. So, what’s wrong with your training? 

3 Reasons Your Sales Training Isn’t Producing Results

  • Your sales team isn’t just learning a new concept—they’re changing a behavior: Sales training isn’t just about memorizing new material and storing it away for later use. In many cases, it’s asking your sales team to change a very specific behavior they might have been doing for years. This can take time and patience, which can be difficult to put into practice after your training is over.
  • Your sales team just isn’t interested: Perhaps significant success in the past has led your employees to believe they already know everything they need to know about making a sale. If they aren’t approaching their sales training with an open and eager mind, they aren’t likely to process and remember what they learned.
  • Your sales training isn’t interesting: Even the most engaged learners struggle to pay attention to boring and ineffective training. If you don’t invest in engaging training methods, you can’t expect to see ideal results.

However, it’s not as bleak as it seems. Sales training can work—you just might need to make some changes.

3 Ways to Improve Your Sales Training 

  • Make it more engaging: Find an eLearning solution that will not just teach your sales team, but captivate them.
  • Make it customizable: The more applicable you can make your training, the more interested your sales team will be. With customizable eLearning, you can make your employees feel like every concept directly speaks to their situation.
  • Make it interactive: Your team will be more likely to pay attention if they’re actively engaged in what they’re learning. Use an eLearning solution that keeps them interested with interactive questions and assessments. 

Ready to breathe new life back into your sales training? ExpandShare helps companies scale their sales training using the latest online technologies. Let us know if we can help.

Will Holland