Your Training Didn't Fail. Your Follow-Up Did.

Most sales training dies the minute the team leaves the room. It's not a skills problem, it's an accountability problem, and it's yours to fix. Here's the simple move one manager used to make sure every rep actually implemented what they learned.

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If you prefer to read - here is the transcript:

In the last video, I shared some frustration with you about why closing ratios get stuck at 31%. My observation was that it's not training, skills, technology, AI, or your CRM. It's implementation. And I encouraged you to start implementing.

But here's the part I want to make clear: implementation is the sales manager's job. Sales leaders need to hold their teams accountable. That is why implementation fails.

So as a leader, a manager, a director, or a VP, what are you doing to hold your team accountable for implementing the skills from that workshop? The one you put together, spent good money on, and pulled the team out of the field for days to attend? What are you doing to help them implement, and how are you holding them accountable?

The other day I was working with a client who did something smart. He had every person on his team write down three things they were going to do as a result of the training. He had them put it in an envelope. Then he passed out stamps, had them address it, and had the admin mail those envelopes to each of their managers. Now every manager had written proof of exactly what their people planned to implement.

Then he put a series of check-in calls on the schedule. How is the implementation going? This manager knows that implementation is the key. We share a ton of great ideas in a workshop. But if those ideas stay in the room, stay in the hotel, stay in the casino as they did for this one, they never get implemented. And you never see the result.

So as a manager, what are you doing on a weekly, monthly, and quarterly basis to hold your team accountable for implementing the new ideas you believed would drive your closing ratios up?