Designing Go-To-Market Trainings

Roz Greenfield has led sales enablement at Optimizely and Oracle and is now the Chief Enablement Officer at Level213, a boutique sales enablement consultancy. In this guide, she explains how to design trainings for sales and other go-to-market teams that zero on the content that sellers actually need to do their jobs, without wasting time on non-useful information.

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Questions covered in this guide:

Why is it worth investing in well-designed training?

When should a company formalize go-to-market trainings?

Who designs the trainings, and who should be involved?

Which go-to-market functions do you need to design trainings for?

How does training vary for each function?

What are the key subject matter areas you need to train for?

What should your objectives be when designing and conducting go-to-market trainings?

What are the steps to design a good training?

How do you deliver a good training session?

How should you design new hire training, and how should you design ongoing training?

What factors about your business should influence your training?

What are the most important pieces to get right?

What are the common pitfalls?

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