Every year, revenue organizations pour enormous resources into Sales Kickoffs — the big-stage energy, the polished messaging, the carefully rehearsed pitches. And every year, most of that investment quietly fades within weeks.
New messaging sits unused. Skills practiced on stage don’t show up on live calls. Managers get pulled back into deals instead of reinforcing what was learned. By the time Q2 rolls around, the SKO feels like a distant memory.
Yoodli wants to change that.
Today, we’re releasing a free resource built specifically for sales leaders: From SKO to Execution: The 90-Day Post-Sales Kickoff (SKO) Playbook. It’s a practical, phase-by-phase framework for turning SKO momentum into measurable behavior change — in the critical window that actually decides how the year goes.
Why the Post-SKO Window Is So Hard to Get Right
SKOs are high-investment events. But the ROI isn’t determined on stage — it’s determined in the 90 days that follow.
The problem is that most organizations don’t have a structured plan for those 90 days. Enablement teams are exhausted from producing the event. Reps return to a full pipeline and full inboxes. Managers are stretched thin. Without a deliberate reinforcement strategy, even the best SKO content gets deprioritized fast.
The result? Reps revert to old habits. New messaging never gets adopted. And the gap between what was practiced at the SKO and what actually happens on calls stays wide open.
A Structured Plan, Phase by Phase
The 90-Day Post-SKO Playbook breaks the post-kickoff window into three distinct phases — each with clear guidance on what great execution looks like.
Days 0–14: From Inspiration to Clarity
The first two weeks are make-or-break. This is the window where SKO energy is highest and reps are most receptive to change. The playbook outlines how to rapidly translate SKO messaging into specific, behavioral guidance that reps can apply on their very next call — with AI-powered roleplay available immediately so practice doesn’t wait for the next scheduled training.
Days 15–45: Reinforcement Becomes a Habit
Momentum fades fast without structure. This phase focuses on embedding SKO skills into the weekly operating rhythm through structured practice scenarios, manager coaching, and asynchronous reinforcement at scale. The goal isn’t a one-time refresher — it’s making the new behaviors feel normal.
Days 46–90: Measuring Impact and Adjusting
This is where most organizations go wrong: measuring the wrong things. Attendance rates and satisfaction surveys don’t tell you whether reps are actually communicating differently. The playbook shows enablement leaders how to move beyond vanity metrics and use real behavioral data to identify where coaching is needed most.
Built for Enablement Leaders Who Need a Practical Tool, Not Theory
Alongside the phase-by-phase framework, the playbook includes a 90-Day SKO Follow-Through Checklist — a concrete tool for pressure-testing your post-SKO strategy across all three phases and identifying gaps before they become problems.
As Varun Puri, co-founder & CEO of Yoodli, put it: “The difference between SKOs that inspire and SKOs that drive performance isn’t the event itself — it’s what happens in the 90 days that follow. This playbook gives sales leaders a concrete, repeatable structure to close that gap and ensure their SKO investment drives real results.”
How AI-Powered Roleplays Are Reinventing Sales Training
Insights from the AI Sales Summit, featuring Lisa Ellis (Sandler) and Varun Puri (Yoodli)
In sports, music, medicine—and even acting—practice is non-negotiable. Lebron James practices. Scarlett Johansson rehearses. Astronauts simulate.
But in sales? We often skip the reps. We assume talking is enough.
At the recent AI Sales Summit, Lisa Ellis, Head of Product at Sandler, and Varun Puri, CEO of Yoodli, issued a wake-up call:
“Elite performance requires relentless practice. So why don’t salespeople practice like elites?”
Their solution: AI-powered sales roleplays—private, judgment-free, real-time simulations that offer precise, actionable feedback.
🚫 The Problem with Traditional Sales Training
Let’s be honest. Most reps don’t rehearse because:
It’s awkward (especially with a manager watching)
It’s time-consuming to coordinate
It’s uncomfortable to watch yourself on video
And managers? They’re too stretched to provide consistent, structured coaching. That’s a big reason why training often doesn’t stick.
💡 The Breakthrough: AI Roleplays
That’s where the Sandler + Yoodli partnership shines.
Yoodli is like a private mirror for your pitch. Sellers can practice key skills (like Sandler’s Upfront Contract) with an AI avatar, receive instant coaching on tone, pacing, body language, and even conversational structure—then choose whether to share it with a manager.
✅ It’s private ✅ It’s scalable ✅ It works with Sandler’s proven methodology
And managers gain real-time performance insights—no more guesswork.
📈 Real Results from Real Teams
Companies like Google, Salesforce, Adobe, and Databricks are already integrating Yoodli for pitch practice, onboarding, and certification.
Sandler’s certification program used to rely on live roleplays. Now, global teams can practice and get certified faster—with data to prove skill mastery.
And it’s not just for new reps. Managers are using it. Customer success teams. Even families prepping for job interviews. The versatility is real.
🎭 Rehearsal = Confidence
One of the most powerful Sandler lessons?
“It’s not the feelings that influence the action. It’s the actions that influence the feelings.”
“A good sales conversation is like a shirt. If you get the first button wrong, all the other buttons are off. The first button is always the Upfront Contract.”
🛠️ Takeaway: Build a Culture of Intentional Practice
If you want reps to show up sharp, give them a safe place to sharpen.
AI roleplays turn hope into habit. They don’t just reinforce skills. They change behavior.
🌐 Learn more about how Sandler and Yoodli are transforming sales coaching: 🔗 sandler.com 🔗 yoodli.ai
👏 Have you tried AI-powered roleplays yet? Drop your experience or questions in the comments below. Would love to hear how you train for more victories.
Yoodli, an AI-powered roleplay and coaching platform, has announced a strategic partnership with Sales Velocity Labs, a leader in revenue-driven enablement strategy. Through this collaboration, Yoodli’s AI-driven conversation simulations will be integrated into The Strategic Enablement Blueprint, providing enablement professionals with a structured, real-world environment to refine executive communication, gain leadership buy-in, and position enablement as a business-critical function.
Advancing Enablement’s Strategic Impact
Enablement professionals are tasked with driving revenue impact but often struggle to:
Secure executive alignment – Demonstrating the tangible business value of enablement.
Communicate effectively with CROs and revenue leaders – Structuring enablement initiatives in financial and strategic terms.
Handle high-stakes objections – Navigating budget discussions and advocating for enablement investment.
Now, through The Strategic Enablement Blueprint, participants will have exclusive access to Yoodli’s AI-powered roleplays, allowing them to simulate and refine conversations with CROs, revenue leaders, and key decision-makers. This technology enables enablement professionals to strengthen their executive presence, receive real-time feedback, and master critical leadership interactions before they happen.
Bringing AI-Powered Coaching to Enablement Leaders
“Enablement professionals need more than knowledge -they need the ability to articulate their impact in a way that leadership values,” said Varun Puri, CEO at Yoodli. “Our AI-powered coaching creates a judgment-free space for enablement leaders to practice high-stakes conversations and refine their messaging. By partnering with Sales Velocity Labs, we’re ensuring enablement professionals have the tools they need to secure buy-in and drive measurable business outcomes.”
“The best enablement leaders don’t just execute programs – they’re recognized for influencing significant revenue,” said Kunal Pandya, Founder of Sales Velocity Labs. “By integrating Yoodli’s AI roleplay technology into The Blueprint, we are giving enablement professionals an opportunity to master the executive communication skills required to position enablement as a business-critical function that drives measurable revenue impact and elevates career profiles.”
How Sales Velocity Labs Will Leverage Yoodli’s AI Technology
Executive-Level Role Plays – Simulated conversations with CROs and revenue leaders to sharpen strategic messaging and financial storytelling.
AI-Powered Coaching – Real-time feedback on clarity, confidence, and effectiveness in leadership discussions.
Objection Handling Training – A structured environment to navigate budget conversations and advocate for enablement investment.
Starting in March 2025, participants in The Strategic Enablement Blueprint will have exclusive access to Yoodli’s AI-driven simulations as part of their learning experience.
Yoodli is a genAI roleplay simulator that provides GTM teams with private, realtime, and judgement free coaching. It is already being used by teams at Fortune 100 companies like Google to train reps on sales certifications, new product talk tracks, objection handling, crucial conversations, manager training, and more. Learn more at http://www.yoodli.ai
About Sales Velocity Labs
Sales Velocity Labs is a leading consultancy specializing in revenue-first enablement strategy. Founded by Kunal Pandya, who has over 16 years experience as a revenue enablement leader at both pre- and post-IPO high-growth companies like SuccessFactors, SAP, Taulia, HighRadius, UserZoom, and Corsearch. Sales Velocity Labs helps organizations develop structured, executive-aligned enablement functions that drive measurable business impact.
Through The Strategic Enablement Blueprint, enablement professionals gain the skills and frameworks needed to secure leadership buy-in, quantify enablement’s impact using the Sales Velocity Equation, and build a scalable, results-driven enablement strategy.
Written by Kelly Lewis – founder at the Revenue Insiders and former VP of Enablement at Highspot
The way we onboard new sales reps is broken.
For years, companies have accepted lengthy ramp times as a necessary cost of doing business. The average onboarding process for a new sales rep takes three to six months, with some industries stretching that even longer. But as we head into 2025, the old model of onboarding is no longer sustainable.
Why? Because AI, particularly GenAI and AI agents, is fundamentally changing how knowledge is absorbed, retained, and applied. According to Gartner 25% of organizations have plans to update their onboarding programs with Gen AI in 2025. Failing to integrate AI into your onboarding program means losing a competitive edge, delaying rep productivity, and ultimately, leaving revenue on the table.
AI is Already Disrupting Onboarding—And It’s Just the Beginning
Several AI-driven advancements are accelerating onboarding in ways that were impossible even a few years ago:
AI Role Play: Instead of relying on frontline managers to coach talk tracks, reps can now practice with AI-powered role-playing tools like that provide instant feedback.
AI Tutors: AI-driven tutors provide guided learning, answering common questions and reinforcing knowledge in real-time.
LLM Search: No more waiting for a manager’s response—AI-powered search allows reps to find answers on demand, helping them learn in the moment.
Automated SOPs: AI tools can take recorded training sessions or SOP walkthroughs and automatically generate step-by-step learning materials, making it easier than ever for reps to retain knowledge. Time sucking SCORM builds are so 2024.
AI Agents Automating Sales Tasks: With the addition of AI agents in sales engagement and revenue intelligence tools, sellers automatically receive feedback on how to follow up and what the best next activity is, ensuring they don’t miss any steps in their company’s personalized sales process. As a new representative, much time is spent writing and constructing materials that will be used repeatedly. However, AI enables reps to leverage the best practices of their peers, streamlining their workflow and accelerating productivity.
AI-Enhanced Manager Coaching: Managers are still vital to the onboarding process. However, with manager coaching tools and insights they never had before, managers can identify where sellers are getting stuck in the sales process earlier. This allows them to direct their feedback and coaching in those specific areas instead of using a broad approach.
What You Should Update in Your Onboarding Program for 2025
If you want to stay ahead, here are four critical updates your onboarding program needs:
1. Immediate Knowledge: What Reps Need on Day One
Forget drowning new hires in theory. AI-powered SOP tools like Scribe streamline the creation process making creation 15% faster, and can ensure reps immediately grasp essential processes, from prospecting techniques to CRM usage. ,AI-driven search allows them to access just-in-time learning rather than forcing them to memorize workflows upfront.
2. Elevator Pitch and Differentiation Mastery with AI
Understanding the product, competitive advantages, and talk tracks shouldn’t take weeks. Onboarding programs using AI role play and AI tutors like Yoodli, see decreased ramp time by 40%, allowing reps to practice their pitch with immediate feedback—ensuring fluency before their first real customer conversation.
3. Continuous Reinforcement + Action
Most onboarding programs drop off after the initial training, leaving reps unsupported. According to Arist a AI-powered learning tool, simply spacing content out over a few days can help reps remember 80% more info and take 33% more action. Bite sized enablement and knowledge checks via Slack, Teams, or SMS, ensures reps stay engaged beyond the first few weeks. Ongoing AI-driven enablement training should be standard.
4. AI-Powered Access to Winning Calls
Experience is the best teacher. Reps should have access to successful sales conversations from day one. AI-powered platforms like Nooks allow reps to listen in on live calls, while tools like Gong, Highspot, and Seismic leverage AI to surface the most relevant call recordings based on specific topics and challenges.
5.Enablement-Driven Manager Coaching Support
Enablement should provide managers with clear guidance on where to look for insights to help new hires and onboarding sellers. Tools like Gong are using over 300 unique signals and are leading the way in offering managers insights. Additionally, it should outline expectations for when and where managers should seek help, ensuring they feel confident in their onboarding plans and can provide targeted support when needed. AI role-play can also help managers practice for these coaching conversations.
2025: The Year Onboarding Finally Catches Up to AI
Companies that fail to truly integrate AI into onboarding will continue to experience unnecessarily long ramp times, low rep confidence, and high turnover. Those that embrace AI-driven onboarding will cut ramp time, boost rep satisfaction, and drive revenue faster.
The playbook for onboarding is being rewritten. Are you keeping up?
Let’s talk.
Kelly Lewis is a Sales and Enablement Strategist creating GTM strategies that work.
Lead generation is a must-know skill for people of all kinds of industries, whether it’s real estate, B2B, healthcare, or tech. Still, it can be difficult to know how to attract quality prospects to your organization.
In our how-to guide, we’ll give you all the information you need for lead generation, including what it is, how it works, why it matters, and seven simple strategies you can adapt to attract potential customers to your business.
What Is Lead Generation?
Lead generation is the process by which sales reps attract prospective clients to their business and the consequent nurturing of that relationship to convert them to clients. There are tons of ways to generate leads, from networking events to job applications and social media posts, among others.
Every sales rep should be armed with effective lead generation strategies to boost revenue growth and client satisfaction.
Lead generation vs. lead qualification
Two terms that are commonly confused are lead generation and lead qualification. While the former focuses on generating new prospects, lead qualification hones in on identifying the most promising leads so teams can better allocate resources to prioritize those leads. Specific methodologies like BANT can help you qualify prospects.
How does the lead generation process work?
The lead generation process can look a little different depending on the industry, but there are usually a few steps you’ll find in common no matter what industry. For example, the process can be simplified into just a few steps.
First, the prospect comes across your brand’s goods or services in some way or another, such as via your website or social media channels.
Then, they’ll then be prompted by your company’s call-to-action (CTA). So, for a website, that could be a button visitors click that prompts them to take whatever action you’ve suggested, like signing up for a newsletter or purchasing a product.
Once the prospect is this far in the process, chances are, you’ve got a new lead to follow up with.
Why is lead generation important?
Lead generation is important because it’s a crucial part of the conversion process (in other words, converting prospects to actual clients). Without lead generation, businesses can plateau or even fail. This process helps companies grow, both in terms of overall revenue and in terms of client base.
Lead generation vs. lead conversion
Both lead generation and lead conversion are closely tied and have overlap, so there’s often confusion between the two terms. Whereas lead generation hones in on the actual process behind attracting prospects, lead conversion focuses on nurturing leads and turning them into customers.
7 Most Effective Strategies for Lead Generation
As mentioned above, there are tons of ways sales teams can generate leads, be it through social media, email marketing, or in-person networking events (among others). Here are the top seven most effective strategies when it comes to generating leads.
1. Social media marketing
Although it wasn’t as much of a factor 20 years ago, today, social media marketing is essential for lead generation. It starts with teams pinpointing who their target audience is — AKA, who they want to market their services or products to. That way, companies can find out which social media platforms their target audience is most active on. For example, if your target audience skews older, then you’ll want to make sure your content is shared on platforms like Facebook and LinkedIn. However, if you have a younger, Gen Z audience, you might want to focus on platforms like TikTok and Instagram.
When it comes to social media marketing, ensuring your content is engaging is a must.
It needs to be engaging to your particular audience, too. Make sure the social media posts you create will resonate with your brand’s demographic. You can also use paid ads to advertise to your ideal customers better.
One thing some brands forget about when it comes to social media marketing is engaging with their audience. Contrary to popular belief, it’s OK to engage with followers by responding to direct messages and comments. Just like with in-person networking situations, engaging helps build rapport and relationships, on top of general customer discovery.
2. Email marketing
Email marketing is another good lead generation strategy that focuses on generating prospects through email. Brands new to email marketing should first create an email list of available email addresses from their site visitors or from their social media accounts.
From there, you can further break down the email list based on factors like common interests, demographics, or user behavior. Once you have these segments, companies can streamline and optimize their marketing by making personalized email campaigns. These might target different subgroups within your audience to best reach your ideal customer. Just don’t forget to track the performance of these email campaigns by assessing the click-through rates, open rates, and most importantly, conversion rates.
3. Content marketing
One of the most powerful ways companies can attract leads is through content marketing. In a nutshell, this involves making high-quality content for your target audience. Brands that have already identified their ideal customer profile (ICP) can tailor their content directly to that group for best results.
This also includes optimizing that content for search engines (more on that below) to best improve visibility for potential customers.
However, content marketing doesn’t just stop with content creation that’s search engine optimized. Teams also need to know exactly how to share their content so it reaches their target audience. For many brands, that means promoting their in-house content on their social media channels.
4. Networking and events
An “old-fashioned” method of lead generation involves attending in-person events and networking with relevant people. Brands can better connect with prospects and potential partners in environments like trade shows or conferences.
If your team is having trouble finding worthy industry events to attend, try joining associations within the industry. This can help your reps network with folks who work in or are otherwise involved in your industry.
Don’t be afraid to host your own networking events, either. Companies should explore options like workshops, seminars, or webinars to generate leads.
5. Search engine optimization (SEO)
Similarly to social media marketing, search engine optimization (SEO) was a huge consideration a few decades ago, but today, it’s a necessary part of lead generation. The field of SEO encompasses many factors that help your target audience find your content. There are tons of apps and tools that can help brands do this, but one of the easiest ways to start digging into SEO is through keyword research.
Start by pinpointing keywords that are relevant to your target audience. For example, if you’re a company that sells toothpaste, you might find that keywords and keyword phrases like “whitening toothpaste,” “fluoride-free toothpaste,” “natural toothpaste,” and “toothpaste for sensitive teeth” are areas in which you’d want targeted content for.
There’s also on-page and off-page optimization. With the former, companies should focus on optimizing the content on their website, including its overall structure and readability, and its metadata for search engines. Off-page SEO focuses mainly on building backlinks to your website that are high-quality. Both on-page and off-page SEO can help brands improve their lead generation.
6. Pay-per-click (PPC) advertising
As alluded to above, pay-per-click (PPC) advertising is an aspect of social media marketing that’s often overlooked. PPC advertising involves using targeted ads to attract your ideal customer on relevant social media platforms. For example, Facebook ads and Google ads are both commonly leveraged for PPC advertising.
Just like with email marketing, make sure to track the performance of your PPC campaigns. This can help you find out what works and what doesn’t, making it easier to adjust the campaign to be more successful for lead generation.
7. Public relations (PR) strategy
Having a good public relations (PR) team on your side can make a significant difference when it comes to lead generation success. PR teams are experts in knowing how to leverage your goods or services when it comes to your audience.
Some of the PR strategies that can help companies generate more leads include building relationships with media sources, like news orgs, bloggers, or social media influencers. Your PR team can then pitch your product or service to various media outlets to attract potential prospects to your brand.
How Yoodli Can Prep Teams for Lead Generation
No matter the industry, lead generation is dependent on solid communication skills. If your sales reps need a little extra support, there’s no better option than Yoodli. Yoodli is an AI sales coach featuring realistic roleplays on an intuitive platform that sales teams can leverage for safe, risk-free practice. Well-known companies — names like Korn Ferry, Dale Carnegie, and Google — have all leveraged Yoodli to increase seller attainment and decrease ramp.
But Yoodli goes way beyond sales roleplays. It uses powerful sales coaching driven by AI to highlight specific areas in which reps need to improve. Reps will practice in common sales environments, such as cold calls or customer discovery calls, and Yoodli will assess their performance and provide relevant, actionable feedback. That way, any sales rep can practice whatever skills or methodologies they’d like to work on for lead generation without the risk of losing a deal or a prospect.
Reps will engage in human-like conversation during these sales simulations. Yoodli assumes customer persona roles to provide lifelike back-and-forth conversation to closely resemble what reps will face during lead generation.
Yoodli also provides customization capabilities for admin. Brands can adjust Yoodli to make it their own based on their company’s specific methodology. In doing so, businesses can use Yoodli for their specific needs, be it pitch coaching or manager training and beyond. Plus, with SOC 2 Type 2, GDPR, and more, Yoodli provides enterprise-grade privacy.
Folks can elevate their lead generation game by roleplaying with Yoodli.
With Google Cloud’s recent case study, Yoodli helped the brand train and certify more than 15,000 sales reps. As a result, Google expanded its use of Yoodli to other enablement programs as well.
Find out how you can get started with Yoodli for free at https://yoodli.ai/.
Lead Generation Tips by Industry
Although the above lead generation strategies are generally applicable to any industry, there are also some industry-specific tips that could put you ahead of the competition in terms of attracting prospects. Here are a few best practices by industry that can elevate your strategy.
Real estate lead generation
In terms of real estate lead generation, there are plenty of ways real estate agents go about successfully attracting leads. In addition to strategies like social media marketing and content marketing, agents will often use online listings for lead generation. This can help them maximize visibility on real estate platforms that are most popular, like Realtor.com, Zillow, or Trulia, for example.
Other methods for real estate lead generation include networking via industry events and, of course, leveraging open houses to highlight properties and build rapport with potential customers.
B2B lead generation
With B2B lead generation, the top strategies are usually content marketing, social media marketing, and traditional networking. Those are all significant ways folks working in B2B companies attract new prospects and leads.
Go-to-market teams work together to leverage different means of generating new potential customers to boost business success and revenue growth.
Lead generation in healthcare
Although many people don’t think about it, healthcare systems also rely on lead generation to attract potential clients. For example, health organizations use content marketing and social media marketing to create informational content on relevant health subjects to target specific demographics or patients.
During the COVID-19 pandemic, for example, many organizations like the Centers for Disease Control and Prevention (CDC) and the World Health Organization (WHO) used infographics on social media to spread awareness about COVID and its symptoms. This helps their relevant audience — people sick with COVID — recognize their symptoms and know when to get help.
Healthcare systems also use strategies like SEO, PR teams, and partnerships with other healthcare providers to boost their services.
Ways to Measure Lead Generation Success
It’s important for companies of all shapes and sizes to know how to measure lead generation success. That’s because teams can tweak and adjust their methods to better attract leads going forward.
Here are just a few ways teams can start measuring their lead generation success.
Using return on investment (ROI)
One of the best ways to measure this success is by calculating the return on investment (ROI). Brands can start by figuring out what costs are associated with their specific lead generation methods. For example, this could include things like paid advertisement costs, sales team salaries, and other marketing expenses. Then, once they’ve calculated the amount of revenue made thanks to the leads that converted to clients, brands can use the ROI formula to determine how fruitful their lead generation efforts were.
Leveraging key performance indicators (KPIs)
There are plenty of key performance indicators (KPIs) that can help companies figure out how successful their lead generation strategies are. Some of the most helpful KPIs worth exploring include indicators like:
Lead quality
Customer acquisition cost (CAC)
Lead volume
Conversion rate
Customer lifetime value (CLTV)
The Bottom Line
No matter what industry you work in, lead generation is an essential part of business success. Knowing how to generate quality leads is a valuable skill, and Yoodli can help you and your team perfect that skill through intelligent, AI-driven roleplay and feedback.
The best sales training companies just tend to stand out, and for good reason.
Our definitive ranking of the best sales training companies will give you an idea of what makes a good sales training company, which orgs stand out, and how to take yours to the next level.
What Makes a Good Sales Training Company?
The criteria for what makes a good sales training company can vary pretty wildly, depending on who you ask. Still, the best sales training companies tend to have a few things in common.
For example, the best sales training companies usually have a proven, impressive track record complete with performance data and customer feedback.
A great sales company should be able to show clients its performance data and corresponding reports. They’re ready to train reps and prepare them for any situation.
Many of the best sales training companies also have:
Good sales training companies also make use of methodologies like BANT (which stands for “Budget,” “Authority,” “Need,” and “Timeline”) and MEDPICC (“Metrics,” “Economic Buyer,” “Decision Criteria,” “Decision Process,” “Paper Process,” “Identify Pain,” “Champion,” and “Competition.”
Both BANT and MEDPICC ensure that sales training companies are focused on not only closing deals, but also working on the right deals.
Similarly, Sandler and SPIN Selling can be implemented to make sure enterprises are aligned. For example, SPIN stands for:
Situation, as in understanding the full picture of the client’s situation
Problem, specifically client pain points
Implication, meaning inciting an urgency for change
Need-payoff, leading customers to draw conclusions and emphasizing problem solving
The best sales training companies will implement things like BANT, MEDPICC, and SPIN frameworks — among other methodologies — which is why so many of the below companies tend to stand out from the crowd.
Top 8 Best Sales Training Companies
When it comes to sales training companies, there are definitely a few brands that stick out. Here are the top eight best sales training companies you should know.
One of the most well known on our list is RAIN Group, a global sales training company with a rich history of sales training and improvement services across more than 75 countries. The org offers a multitude of services, including improving sales management efficiency and creating and delivering strategic account management initiatives.
RAIN Group is also known for optimizing sales strategy, process, and structure, and, of course, leveraging its award-winning sales training to boost overall performance.
It’s perhaps best known for its methodology, RAIN Selling. The heart of this framework is in the acronym “RAIN,” which stands for:
Rapport, AKA, building genuine connections
Aspirations and afflictions, specifically thinking about your goals as well as any pain points
Impact
New reality, AKA, what clients will get from working with you
As a bonus, the “A” and the “I” in RAIN Selling can also stand for advocacy and inquiry. People who use this methodology need to practice the difference between excessive pitching and giving customers an opportunity.
Some of the programs this company offers sales professional include:
Consultative selling
Insight selling
Strategic/key account management
Sales prospecting
Winning major sales
Sales negotiation
Productivity
Virtual selling
Selling to senior executives
It also hosts trainings for sales managers, such as sales management and coaching, productivity, and coaching for action and accountability.
RAIN Group is also recognized as one of the top 20 sales training companies by both Selling Power and Training Industries’ lists, and has won a number of other awards.
Another worthy sales training company to note is ASLAN. ASLAN’s specialties lie in its sales training programs and management certifications, both of which aim to “bridge the revenue gap” between the seller and “unreceptive” buyers.
Similar to RAIN group, ASLAN has a global presence across 10 regional locations, 42 countries, and in 13 languages.
Its methodology and framework revolve around assessing an organization’s current strengths and weaknesses. Then, ASLAN customizes its programs to fit your org’s direct needs.
Some of the most notable trainings offered by this org include:
Selling
Business development
Strategic account management
Sales management
Inbound selling skills
Customer service selling
One of the things that makes ASLAN unique is that it hones in on receptivity with regard to the buyer and the seller instead of just sales skills. It’s no surprise why it’s one of the best sales training companies on our list.les training companies on our list.
With Accelerate Performance, clients rave about its “hyper-custom” sales training — sales training personalized to your organization. Its methodology and framework is centered around this personalized approach, so it’s unique to each client.
It offers four main services: sales development, service development, leadership development, and business development and speaking. Through all these services, Accelerate Performance can improve a number of specific example areas, such as:
Accelerate Performance can also help teams develop leadership skills, empower new team members, and attract success through business development services.
Many big-name companies take advantage of its services, too. Some of Accelerate Performance’s most noteworthy clients include:
Changes are, you’ve heard of Dale Carnegie and the org’s legacy. It should come as no surprise that it ranks as one of the best sales training companies out there. After all, the Dale Carnegie Course is widely celebrated around the world as one of the best trainings for up-and-coming leaders.
Even though that’s its most popular course, Dale Carnegie Training offers many more courses, including corporate solutions and on-site training, and individual professional development courses.
Like RAIN Group and Accelerate Performance, Dale Carnegie uses a white-label version of Yoodli to leverage its training services.
One of the best things about Dale Carnegie is that folks can choose the format that works best for them, be it onsite in-person, live online, or via online subscription.
Korn Ferry is another massive brand worth mentioning when it comes to the best sales training companies out there. This management consulting company has a long history of advancing organizations through its sales training. It helps other orgs retain and engage top talent and optimize processes for growth.
Korn Ferry is famous for its detailed methodologies and frameworks, specifically in areas like leadership development, organizational efficiency, and talent management.
In general, Korn Ferry experts leverage your company’s data and industry benchmarks to make sure both are in alignment. With that, companies can work on performance, efficiency, and lasting results.
Plus, this company in particular has an impressive track record of clientele. About 96% of Fortune’s top 50 world’s most admired companies partner with Korn Ferry, and 75% of Fortune’s best companies to work for are clients of Korn Ferry.
Tried-and-true, Korn Ferry is a great option for corporations and individuals alike.
Although it was technically acquired by Korn Ferry, Miller Heiman Group’s integrated solution for sales training is worthy enough of its own spot on our best sales training companies list.
Alignment is also at the forefront with Miller Heiman Group, just as it is with Korn Ferry. Using assessments, this sales training company makes sure your sales reps are on the same page, especially when it comes to market segments.
Its framework and methodologies are extremely similar to Korn Ferry and hones in on relationship-building as its key methodology. It’s called Miller Heiman’s Strategic Selling sales methodology, created by Robert Miller and Stephen Heiman. By emphasizing the importance of relationships between stakeholders as well as closing the sale, Miller Heiman Group can handle complex, nuanced sales much easier.
Using feedback, coaching, and reinforcement, Miller Heiman Group’s sales training programs help elevate not only your sales team, but its overall performance and productivity, too.
Sandler is another one of the best sales training companies worth mentioning. Specializing in corporate sales and business development training, Sandler has much to offer teams, from individual to enterprise levels.
Its specialty? Combining training and content into sales enablement tools and optimizing revenue operations systems within your company. For example, some of its solutions include:
Buyer-focused discovery processes
Personalized learner journeys
Collaborative sales coaching
Personal transformation
The core of Sandler’s methodology is called the Sandler Selling System, which is made up of seven steps:
Building trust and rapport with the prospect
Establishing up-front contracts with clear boundaries
Identifying the prospect’s pain points
Determining the prospect’s budget
Shedding light on the decision-making process
Presenting your fulfillment of the agreement and closing the deal
Confirming the post-sell process to ensure client satisfaction
No matter what size the organization, Sandler can help companies grow and scale up through business development planning and strategic management sessions.s.
Last but certainly not least, Challenger is another example of the best sales training companies out there. More specifically, this company is known for completely transforming brands’ approaches to the customer experience and, of course, sales. Instead of focusing on only selling, Challenger sales emphasize the importance of teaching the customer something to disrupt the current thinking.
Challenger’s specific offerings include sales training and development, online sales courses, marketing development training, customer service skills and training, sales hiring assessments, and win/loss analysis, among others.
Some of the most notable brands using Challenger’s services include:
GM
Siemens
Noka
PayPal
Northwestern Mutual
How to Take Your Sales Training Company to the Next Level
Taking your company to the next level could be easier than you think. Many of the best sales training companies on our list share at least one thing in common: They all use white-label versions of Yoodli.
Yoodli is an AI-powered sales coach that provides intelligent, data-backed feedback to enhance the performance of your sales training company. Used by leading Fortune 500 sales companies like Korn Ferry and Google, Yoodli makes sure reps speak using company language and methodology.
Typically, this sort of training is highly manual and difficult to scale, but using a tool like Yoodli ensures your sales training company is coaching reps in the most efficient way possible.
Yoodli gives sales training companies the opportunity to optimize their enablement and train reps more effectively. For example, reps can practice pitching to clients during a realistic AI roleplay that’s totally customizable. Sales training companies can personalize the experience and practice with different personalities to get a better idea of the variety of customer types.
Transform your org into one of the best sales training companies out there with Yoodli’s at-scale offerings.
After the sales training roleplay, reps will receive data-back coaching comments, feedback, and tips for improvement.
Sales reps have the option to choose from other scenarios, too. Some of the best sales training roleplays Yoodli offers include:
Cold sales call
Inbound customer discovery
Manager performance review
Manager skills training
Outbound customer discovery
Learn more about how Yoodli can help:
Many of the best sales training companies use white-label versions of Yoodli.
The Bottom Line
If you want to transform your organization into one of the best sales training companies, it’s well within your reach. Don’t underestimate the power of at-scale sales coaching and roleplays. Yoodli can help elevate your sales training company and empower sales teams across the globe.
What is sales coaching? What makes a good coach? How can AI help you coach sales reps?
Coaching is a growing industry—because it works. And, with sales methods evolving in significant ways, coaching matters more and more.
In our guide, we’ll look at these matters:
What is sales coaching?
The benefits of sales coaching
Who should receive coaching?
What makes a good coach?
Sales coaching styles
Sales coaching methods
Sales coaching process and plan
Sales coaching resources and tools
What Is Sales Coaching?
Sales coaching is the ongoing process of a sales rep’s professional development in partnership with a coach. A coach works one-on-one with a sales rep, providing individualized evaluation, guidance, education, support, and accountability.
Coaching sessions typically occur weekly for an hour or two. Together, the coach and the rep create and implement a plan for the rep’s professional development.
How Is It Different From Sales Management?
The goal is different. The goal of sales management is the oversight of a sales program, ensuring the team has the resources (human and otherwise) to effectively implement the program. On the other hand, the goal of sales coaching is to help a sales rep grow professionally.
The method is different. A sales manager supervises the sales rep in their duties. A sales coach guides rather than directs—and listens more than talks.
That being said, a sales manager can (and generally should) function as a sales coach as one part of their role.
How Is It Different From Sales Training?
While coaching involves some training, it’s far more than that. Training is an event, while coaching is an ongoing process. Often, training is in a group setting, while coaching is one-on-one. Training is predominantly one-sided communication, while coaching is a conversation.
Another important distinction between training and coaching is follow-up. Again, because training is typically an event, there’s little or no follow-up. The ongoing process of coaching involves continual follow-up in the form of check-ins, progress reports, and course adjustments when needed.
How Is It the Same as Other Coaching?
Sales coaching is like other coaching in that it involves one-on-one professional development. The coach asks open-ended questions and listens extensively. The coach leads the client through a process of self discovery and growth.
How Is It Different From Other Coaching?
Sales coaching specifically addresses the challenges and opportunities associated with sales. For example, a coach shadows the rep on cold calls, reviews revenue data, and shares selling best practices. Not just any coach can be a sales coach; it requires sales industry knowledge and experience.
The Benefits of Sales Coaching
Sales coaching is an ongoing process that results in ongoing progress. The company, the sales rep, and the customer all enjoy the benefits of sales coaching. The customer receives a better sales experience. The sales rep improves performance and grows professionally. The company enjoys these benefits of sales coaching:
more profits that result from improved sales performance
stronger employee relationships that result from sales reps who’ve grown in interpersonal skills
higher retention rates that result from sales reps who find satisfaction in their opportunities for professional development
Who Should Receive Sales Coaching?
You might presume that the weakest performers should receive coaching because they need the most help. Perhaps you think that the strongest performers deserve the boost and will benefit the most from it. But, the best investment is to target the middle performers.
Middle performers are likely to be receptive to coaching, and they’ve shown they have potential. The benefits of sales coaching would be lost on most low performers, and it makes more sense for them to be in roles or organizations where they’re a better fit. While strong performers certainly would benefit from coaching, the best investment is with the middle of the pack.
What Makes a Good Sales Coach?
Not just any coach can be a sales coach; it requires sales industry knowledge and experience. So, a good sales coach is qualified in general coaching as well as sales specifics.
A good coach understands that their relationship with the sales rep is a partnership. They foster self discovery in the client. They ask open-ended questions and listen well. A good coach is firm but affirming. They make wise assessments and devise fitting solutions and plans. A good coach provides both support and accountability. They also know the sales landscape and see the big picture, displaying the ability to head off derailments before they happen.
If you’re a sales manager who wants to add coaching skills to your repertoire, you can develop this skill set. It will set you apart from other managers, and your team and company will benefit from your next-level expertise.
If you want to establish yourself as a professional sales coach, consider joining the International Coaching Federation. You’re likely to see the letters “ICF” listed in the credentials of professional coaches. It’s the gold standard of coaching certification. Learn more about the ICF.
Sales Coaching Styles
A coach works with a sales rep to create and implement a customized plan (more on that later). The plan isn’t the only thing that’s tailored; a good coach also customizes their coaching style depending on the rep and the situation. That’s why it’s important for a coach to know who and what they’re dealing with at any given time.
Let’s say that Rosemary is Laura’s coach. Rosemary knows that Laura is eager to try new things, and she tends to take on too much at once. She knows that she needs to harness Laura’s enthusiasm and keep her from going in too many directions. Rosemary sees Laura’s enthusiasm as an asset, when properly directed, and helps her channel it toward one new endeavor at a time.
Then, Laura hits a roadbump with that one new endeavor. Rosemary detects that Laura’s motivation also has taken a hit. She shifts gears from harnessing Laura’s enthusiasm to boosting it up again.
Sales Coaching Methods
Some sales coaching methods are specific to sales, while others apply to coaching in general. Let’s take a look at a couple of examples.
Real-Life Observations
It’s wise for the coach to observe the sales rep in the environment that the rep operates in. For example, Laura typically does sales by phone and in-person. If possible, Rosemary should shadow Laura with some of her appointments to see her in operation. That way, Rosemary will be able to offer feedback that’s on target.
Sales Playbook
A coach could choose to work with the rep to create a sales playbook that grows over time and is customized for rep. This consists of best practices, documented systems such as “how to follow-up on a cold call,” sales resources, and other materials that help the rep do their job.
Strategic vs. Tactical
Patrick Lencioni recommends separate strategic and tactical meetings for teams in his book Death by Meeting. In one meeting, climb to 30,000 feet and focus on the strategic, big-picture matters. In another meeting, zoom in and deal with the tactical, short-range issues. Lencioni advises that you not try to tackle strategic and tactical matters in the same meeting because they’re likely to get muddled together and one or other other will get short-changed.
This method of separating strategic matters from tactical matters also applies to coaching. Laura has long-range matters such as annual quotas and skills development, and she has short-range issues such as tomorrow’s sales calls and next week’s presentation. She and Rosemary deal with these in strategic coaching sessions and tactical coaching sessions, respectively.
Sales Coaching Process & Plan
A coach works with a rep to create and implement a customized sales coaching plan. The first step is for the two of them to establish the nature of—and the expectations for—their relationship. They must be on the same page about the coach’s role and the purpose of the coaching. From the start, they understand that the relationship is a partnership and a conversation between two people.
Next, the two establish a coaching schedule. How often will they meet, and for how long? When will they have check-ins? What about quarterly evaluations? It’s a good idea to have brief daily check-ins, weekly sessions of at least an hour, and reassessments spread periodically throughout the coaching relationship.
Also at the beginning of the coaching relationship, the coach guides the sales rep through self assessments that provide baseline information. They ask open-ended questions that are designed for self discovery. The coach doesn’t declare what’s true; rather they help the client realize what’s true.
(It should be more and more clear how sales coaching is not the same as sales management or training!)
Next, the coach and the rep work together to set short-range and long-range goals. They determine what they’ll measure and concretely “define the win” so that it’s clear when goals have been reached.
As the coach and the rep implement their coaching plan, the coach provides training and resources as needed. They give structured feedback with concrete, detailed examples and the expectations for follow-up.
All along the way, the coach provides guidance, support, motivation, and accountability. It’s good to place an emphasis on positive reinforcement, providing rewards and celebrating victories on the journey.
“Soft” Skills in an Evolving Industry
It’s important to note the changing industry landscape, where sales reps are becoming advisors more than just “sellers.” That means that a successful rep needs even more skills than before. Some refer to these as “soft” skills. We’re talking about abilities such as emotional intelligence, influence, and interpersonal communication.
With this in mind, a good coach helps their clients develop these qualities along with traditional sales skills.
Sales Coaching Resources and Tools
Tons of excellent coaching resources and tools exist out there. Let’s take a look at just a few to get you started.
HubSpot Sales Coaching for Managers
HubSpot Sales Coaching for Managers is a free lesson from HubSpot Academy. It comprises three videos, and you can complete it in less than an hour. By the end, you should know why coaching is important, how to be a better coach, and how to cultivate a coaching culture within your sales team. You’ll also learn how to design a sales coaching program and how to handle people on your team who don’t perform at the standards you set.
Chorus & Gong
Chorus and Gong are two different applications. Each one analyzes customer interactions to provide actionable data. You can quickly figure out who needs coaching, what areas they need to improve in, and what progress they’re making over time.
With Yoodli, you can practice sales scripts, elevator pitches, responding to questions, and more. Yoodli is an AI speech coach, and human coaches love to use it to supplement their practice.
Whether you’re a rep or a manager, sales coaching can benefit you, your team, and your company. Give your career a boost, and improve your team’s bottom line while you’re at it!
