A short YouTube talk advising that effective sales training should be brief (1–2 hours/week) and emphasize listening to and learning from one’s own calls. The speaker argues training is roughly 10% frameworks and 90% practice plus targeted feedback, and recommends tailoring coaching to each rep’s skill level.
What you really need is to do no more than about an hour to two hours a week of sales training. And you need to listen to your own calls a lot more than anything else. It's like 10% frameworks and 90% doing. Because of the doing and getting feedback, that's what's important. But you really only want one piece of feedback. One of my guys, Josh, who runs a team of committed coaches, I coach him on how to coach. The big thing was, like, figure out where they're at, okay? If they're good, if they're bad, if they're new, if they're experienced. And always temper your advice to that, because the advice you give someone who's good versus someone who's not is very different.
