Free 10-page eBook for B2B leaders
94% of companies invest in sales training. Only 9% see behavioural change. And 85–90% of training has no lasting impact after 3 months. This eBook shows you why — and what actually works instead.
Used by B2B leaders across Australia & New Zealand
Sound familiar?
"That was a good course… and the food was great too." Disturbingly common. Little or no lasting improvement in sales performance. If those words resonate — don't waste another dollar on training until you understand why.
Four reasons sales training fails
No qualification needed to call yourself a sales trainer. Many teach outdated practices — and sales has changed more in the past 5 years than the past 50. Most can't even measure beyond a happy-sheet survey.
Mindset is 80% of success. Skillset is 20%. (Objective Management Group, 1M+ salespeople evaluated.) The skills don't matter if their mindset blocks them from executing.
Training without process is haphazard at best, conflicting at worst. More than 90% of salespeople can't articulate their company's unique value proposition convincingly. That's a process and messaging problem — not a skills problem.
Managers don't know what was taught. They don't coach against it. They don't reinforce it. Leaders should spend 50% of their time developing their people — most spend a fraction of that. Without leadership, training has nothing to land on.
The 70 / 20 / 10 rule
Lombardo & Eichinger, Centre for Creative Leadership. If your training provider can't tell you how the other 90% gets covered — run.
Trying it for yourself, in real conversations, with real consequences.
Observation and feedback in the field, week after week.
Yes — that course you spent thousands on.
How to make sales training actually work
Training is one piece of the puzzle. Commit to all four — and training becomes worth the spend.
Real commercial track record. Knows the 70/20/10 principle. Measures results beyond a happy-sheet. Uses a Balanced Scorecard. If they don't — find another.
Diagnostic tools (e.g. OMG) target training to specific weaknesses or save you thousands by identifying who's un-trainable. Pick a programme heavy on mindset development.
A company-wide practice standard so training has something to land on. Develop strategic messaging. Drill the team on articulating a UVP convincingly.
If these initiatives aren't managerially led, you're wasting your money. Leaders coach. Coaches embed change. Without leadership, training never takes hold.
"SalesStar is not just a sales training company — we are a strategic sales partner that helps Entrepreneurs, CEOs, and Sales Leaders of B2B companies transform their sales organisations."
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10 pages. Drop your details and we'll email it through within 2 minutes. No credit card. No sales call.
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15 minutes. We pinpoint where your sales system is actually stuck — across the 9 steps — and give you the 90-day priorities to unstick it. No pitch. No commitment.
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No pitch. No commitment. 15 minutes of clarity on where your sales system is stuck.
