Sales Leadership · 5 min read
What CROs should expect from sales training investment
Expect clarity on behaviours, alignment to your sales motion and an honest conversation about how impact will be judged.
Revenue leaders are right to ask what they will get for their training budget. The honest answer is that training alone does not create revenue. It can, however, build the capability and consistency that strong commercial performance depends on.
Clarity on the behaviours
A good partner will ask what you want sellers and managers to do differently, and in which moments. They should be able to describe the observable behaviours the programme aims to build.
Alignment to how you sell
Content should reflect your buyers, sales stages and methodology. If your teams use MEDDPICC, the training should strengthen it, not introduce a competing framework.
A plan for managers
Managers determine whether new behaviours survive. Expect the programme to include, or at least recommend, how managers will reinforce the learning.
An honest view of measurement
Agree what you will look at before delivery: observed behaviour in deal reviews, CRM evidence, manager feedback, confidence measures and relevant indicators you already track. Be wary of anyone who promises a specific win-rate increase.