{"id":9521,"date":"2018-01-31T10:22:52","date_gmt":"2018-01-31T09:22:52","guid":{"rendered":"https:\/\/optimumventas.com\/?p=9521"},"modified":"2025-03-04T12:35:57","modified_gmt":"2025-03-04T11:35:57","slug":"the-difficult-planning-of-sales-training-projects","status":"publish","type":"post","link":"https:\/\/optimumventas.com\/en\/blog\/the-difficult-planning-of-sales-training-projects\/","title":{"rendered":"The difficult planning of sales training projects"},"content":{"rendered":"<div class=\"wpb-content-wrapper\">[vc_row][vc_column][vc_column_text css=&#8221;.vc_custom_1738920357054{margin-bottom: 0px !important;}&#8221;]\n<h2>Optimum Sales \u2013 The Difficult Planning of Sales Training Projects<\/h2>\n<p>We are entering the first quarter of the year and we need to assess the actual transfer of the training processes carried out in the previous year. We must evaluate what the return on investment has been for the training of our different teams. in terms of performance improvement and consequently in sales. (This aspect will be discussed in greater detail in another post).<\/p>\n<p>In this first quarter, we must also carry out those training actions that, due to scheduling or their difficulty in preparation, we were unable to complete in the previous period. At the same time, we must plan all the training activities for the current year.<\/p>\n<p>In the case of training for the sales department, apart from the transversal competencies, the most difficult thing to plan is the training of the specific competencies for each person or department for the next fiscal year based on the new sales strategy.<\/p>\n<p>Where does the difficulty lie? It mainly lies in the fact that the people to be trained should acquire the new skills and have them integrated before 1\/1, as on that day they must start executing either the new strategy, or work in their new position, or tackle new markets, or&#8230;<\/p>\n<p>This basic planning principle requires that, starting from September of the previous year, the entire Commercial Plan for the following year be defined and approved, so that the training manager can establish a training itinerary that provides the knowledge and skills the team needs to acquire to develop the new commercial plan.<\/p>\n<p>We all know that adhering to this plan is quite unlikely for the following reasons:<\/p>\n<ul>\n<li>The new business plan in September is in a very embryonic phase and will evolve through different versions until its final approval.<\/li>\n<li>The commercial director has not defined what resources will be dedicated to each new commercial approach.<\/li>\n<li>In this last quarter, the Commercial Director wants his team to be solely focused on achieving the results for the current fiscal year.<\/li>\n<li>And the most important reason, there is possibly no approved budget allocation yet for the next fiscal year.<\/li>\n<\/ul>\n<p><strong>How can the team&#8217;s development be addressed so that it is prepared to successfully tackle the next exercise?<\/strong><\/p>\n<p>First of all, work with the commercial director on the people-related part of the commercial plan for the next fiscal year. The training managers or business partners must be proactive.<\/p>\n<p>From here, prepare an itinerary that, as much as possible, during the months of September, October, and November, actions of micro-training on smartphones and on the online platform are carried out. Another aspect to consider is that the work calendar for the last quarter offers us weeks with holidays or long weekends that hinder proper commercial activity, therefore, in-person training sessions can be planned during those weeks that will not interfere with the sales department&#8217;s dynamics. The first weeks of the year are also a good time to develop in-person actions.<\/p>\n<p>Ultimately, the training planning for the sales, after-sales, and customer service departments should begin in September to be executed during the last quarter and the month of January, so the sales department will have the necessary performance level to successfully develop the new commercial plan.<\/p>\n<p>&nbsp;<\/p>\n<table cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td><span class=\"s1\"><b>David Galve<\/b>\u00a0| General Director <\/span><span class=\"s1\"><a href=\"https:\/\/www.linkedin.com\/in\/davidgalve\/\">www.linkedin.com\/in\/davidgalve<\/a><\/span><\/td>\n<td><a href=\"https:\/\/www.linkedin.com\/in\/davidgalve\/\"><img decoding=\"async\" src=\"https:\/\/optimumventas.com\/wp-content\/uploads\/2017\/10\/Logo-Linkedin-P.png\" alt=\"Logo Linkedin\" \/><\/a><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n[\/vc_column_text][\/vc_column][\/vc_row]\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column][vc_column_text css=&#8221;.vc_custom_1738920357054{margin-bottom: 0px !important;}&#8221;] Optimum Sales \u2013 The Difficult Planning of Sales Training Projects We are entering the first quarter of the year and we need to assess the actual transfer of the training processes carried out in the previous year. We must evaluate what the return on investment has been for the training of [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":7672,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[70],"tags":[],"class_list":["post-9521","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-optimum-ventas-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The difficult planning of sales training projects - Optimum Ventas<\/title>\n<meta name=\"description\" content=\"First quarter of the year, we have to plan all the training actions for the current year: where does the difficulty lie?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/optimumventas.com\/en\/blog\/the-difficult-planning-of-sales-training-projects\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The difficult planning of sales training projects - 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