Building out a sales training program is one thing, but measuring its success is a whole different beast. You know it’s not enough to stand up a sales training technology solution without also building out the key predictors of sales performance you need to track. We took a look at how different organizations are measuring success and broke them down into five buckets. Here they are:

• Sales onboarding + ramp time
• Sales everboarding (continuous training)
• Practice + role-plays
• Sales coaching
• Call analysis

What are selling skills and why are they important?

Selling skills are the competencies your team must have, maintain, and build over time. Not all sellers join your organization with the same set of skills — and that’s OK. As a sales leader, it’s your job to identify the skills that define success at your organization and then ensure your entire team has them. Once they’re defined and codified, your teams will be more productive, individual performance will improve, and ultimately, revenue targets will be hit consistently.

Check out this graphic below that outlines the five buckets of sales training and gives you specific metrics to track in order to truly understand and accurately measure seller performance. Want the full guide? Download the Definitive Guide to Measuring Sales Readiness.

This post was originally published in July 2021 and was updated in January 2023.