Sales Managers

How to Make Sales Training Stick and Drive Behavior Change [Webinar]

How to Make Sales Training Stick and Drive Behavior Change

April 16th, 2026 @ 1pm ET

Sponsored By:
Gong
REGISTER TODAY
sales training effectiveness

How to Make Sales Training Stick
and Drive Behavior Change

April 16th, 2026 @ 1pm ET

REGISTER TODAY
Sponsored By:
Gong

Tips to Make Sales Training Sticky and Effective

Most sales training doesn’t fall short because the content is bad, it’s because it isn’t sticky.

Reps attend the training, listen along, and then default back to old habits once they’re back on the phone. That’s not because they don’t care. It’s because they don’t remember.

Research shows reps forget up to 50% of what they learn within a day and up to 90% within a week if it isn’t reinforced. Without coaching and reinforcement, even great training fades fast.

That’s why sales training can’t be a one-and-done event. It has to be continuous.

Training isn’t something you did. It’s something you do.

In this Sales Shot, we’ll break down why training breaks down after rollout, what actually makes it stick, and why manager coaching is the critical link between training and lasting behavior change.

We’ll cover:

  • Why one-and-done and video-only training rarely leads to real skill adoption
  • What “sticky” training looks like in practice, not theory
  • How repetition, practice, and reinforcement drive real behavior change
  • Why frontline managers are the key to reinforcing training on real calls
  • How coaching skills (not just outcomes) improves rep skill retention
  • Where enablement teams focus to make training easier for managers to reinforce
  • Top rep and manager skills teams need now
  • How tools and AI support reinforcement and coaching without replacing human judgment

When training is reinforced through consistent coaching, skills stick longer, reps perform better, and behavior change becomes sustainable instead of temporary.

REGISTER BELOW!


Tips to Make Sales Training Sticky and Effective

Most sales training doesn’t fall short because the content is bad, it’s because it isn’t sticky.

Reps attend the training, listen along, and then default back to old habits once they’re back on the phone. That’s not because they don’t care. It’s because they don’t remember.

Research shows reps forget up to 50% of what they learn within a day and up to 90% within a week if it isn’t reinforced. Without coaching and reinforcement, even great training fades fast.

That’s why sales training can’t be a one-and-done event. It has to be continuous.

Training isn’t something you did. It’s something you do.

In this Sales Shot, we’ll break down why training breaks down after rollout, what actually makes it stick, and why manager coaching is the critical link between training and lasting behavior change.

We’ll cover:

  • Why one-and-done and video-only training rarely leads to real skill adoption
  • What “sticky” training looks like in practice, not theory
  • How repetition, practice, and reinforcement drive real behavior change
  • Why frontline managers are the key to reinforcing training on real calls
  • How coaching skills (not just outcomes) improves rep skill retention
  • Where enablement teams focus to make training easier for managers to reinforce
  • Top rep and manager skills teams need now
  • How tools and AI support reinforcement and coaching without replacing human judgment

When training is reinforced through consistent coaching, skills stick longer, reps perform better, and behavior change becomes sustainable instead of temporary.

REGISTER BELOW!


THIS WEBINAR IS SPONSORED BY:

Gong

Gong is the #1 AI Operating System for revenue teams. Move faster, coach smarter, and hit targets with fewer surprises. Gong cuts down manual work, captures real buyer signals, and guides reps to action so more deals close and more sellers hit quota.

Check out their guide, “Sales playbook for frontline managers: 4 coaching best practices“ to unlock your team’s potential.

5+ Sales Coaching Tactics Top Managers Use Today (and How AI Helps) [Webinar]

5+ Sales Coaching Tactics Top Managers Use Today (and How AI Helps)

February 10th, 2026 @ 1pm ET

Sponsored By:
Gong
REGISTER TODAY
Sales Coaching Techniques

5+ Sales Coaching Tactics Top Managers Use Today
(and How AI Helps)

February 10th, 2026 @ 1pm ET

REGISTER TODAY
Sponsored By:
Gong

Improve sales coaching with practical tactics

Most sales managers aren’t natural coaches. Sales coaching is one of the hardest skills to execute consistently, and the #1 area leaders want their managers to improve. The good news: effective sales coaching can be learned with the right techniques and structure.

In this Sales Shot, we’ll break down practical sales coaching techniques top managers use to coach calls, reinforce skills, and drive real behavior change. We’ll also cover where AI supports sales coaching behind the scenes without replacing the human conversations that actually make reps better.

What you’ll learn:

  • Sales coaching techniques managers can use immediately to coach calls without taking over or defaulting to telling
  • A repeatable sales coaching framework to use in live coaching, post-call feedback, and 1:1s
  • How to avoid common coaching mistakes that stall improvement and frustrate reps
  • When and how to coach based on rep experience, call timing, and situation
  • Where AI supports sales coaching by identifying moments, trends, and prep without replacing human coaching

Strong sales coaching improves rep performance, engagement, and consistency, and when managers have the right tools and techniques, coaching becomes scalable instead of overwhelming.

Register today to join us live or watch the recording later.

REGISTER BELOW!

Improve sales coaching with practical tactics

Most sales managers aren’t natural coaches. Sales coaching is one of the hardest skills to execute consistently, and the #1 area leaders want their managers to improve. The good news: effective sales coaching can be learned with the right techniques and structure.

In this Sales Shot, we’ll break down practical sales coaching techniques top managers use to coach calls, reinforce skills, and drive real behavior change. We’ll also cover where AI supports sales coaching behind the scenes without replacing the human conversations that actually make reps better.

What you’ll learn:

  • Sales coaching techniques managers can use immediately to coach calls without taking over or defaulting to telling
  • A repeatable sales coaching framework to use in live coaching, post-call feedback, and 1:1s
  • How to avoid common coaching mistakes that stall improvement and frustrate reps
  • When and how to coach based on rep experience, call timing, and situation
  • Where AI supports sales coaching by identifying moments, trends, and prep without replacing human coaching

Strong sales coaching improves rep performance, engagement, and consistency, and when managers have the right tools and techniques, coaching becomes scalable instead of overwhelming.

Register today to join us live or watch the recording later.

REGISTER BELOW!

THIS WEBINAR IS SPONSORED BY:

Gong

Gong is the #1 AI Operating System for revenue teams. Move faster, coach smarter, and hit targets with fewer surprises. Gong cuts down manual work, captures real buyer signals, and guides reps to action so more deals close and more sellers hit quota.

Check out their guide, “Sales playbook for frontline managers: 4 coaching best practices“ to unlock your team’s potential.

State of Sales [Webinar Recording]

The State of Sales

[Video Recording]

THE CURRENT AND FUTURE STATE OF SALES

Sales teams don’t have a motivation problem, they have a growth problem.

Based on our Factor 8 Current State of Sales survey, 75% of sales reps say they want a long-term career in sales, yet only 55% believe their current company will help them grow. Sales managers echo the challenge, citing limited training and development as the #1 reason they’d leave their role, while also battling burnout from administrative work and endless meetings that pull them away from what matters most: coaching their people.

In this webinar, Lauren Bailey, Founder of Factor 8, and Erik Fowler, Chief Revenue & Operating Officer at Allego, break down the biggest skill gaps, coaching challenges, and development breakdowns holding sales organizations back and explore how AI-powered coaching is changing the game.

Learn how leading teams are using AI to:

  • Reduce manager workload
  • Personalize development at scale
  • Create clearer career paths that keep top talent engaged and growing

Mitigating these challenges will be a key priority for sales leaders.

Watch the video replay!


THE CURRENT AND FUTURE STATE OF SALES

Sales teams don’t have a motivation problem, they have a growth problem.

Based on our Factor 8 Current State of Sales survey, 75% of sales reps say they want a long-term career in sales, yet only 55% believe their current company will help them grow. Sales managers echo the challenge, citing limited training and development as the #1 reason they’d leave their role, while also battling burnout from administrative work and endless meetings that pull them away from what matters most: coaching their people.

In this webinar, Lauren Bailey, Founder of Factor 8, and Erik Fowler, Chief Revenue & Operating Officer at Allego, break down the biggest skill gaps, coaching challenges, and development breakdowns holding sales organizations back and explore how AI-powered coaching is changing the game.

Learn how leading teams are using AI to:

  • Reduce manager workload
  • Personalize development at scale
  • Create clearer career paths that keep top talent engaged and growing

Mitigating these challenges will be a key priority for sales leaders.

Watch the video replay!


sales trends

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Top Sales Trends and How to Thrive in an AI-Driven World

Sales is changing fast. AI is accelerating everything, buyers are harder to impress, and mediocre selling is getting exposed.

That’s the bad news.

The good news is also simple: the teams that win are going to be the ones who get clear, get current, and double down on human skills that actually move deals forward.

Here are the trends I’m seeing, and the practical moves to make right now if you want a strong year.

1. Get crystal clear on your goal (because nobody is coming to save you)

We’re living in the noisiest time in history. Tools. Tactics. Hot takes. EVERYONE SHOUTING (😉).

If you wait for clarity, you’ll be waiting forever.

Set your own clarity:

  • What is the actual outcome you want this year?
  • What do you want to be known for?
  • What do you want your next role to be?
  • What’s the one skill you’re unwilling to be mediocre at?

Then act like you mean it. Put it on your calendar. Build your plan around it. Stop drifting.

2. AI is not replacing you, but it is replacing “entry-level effort”

AI will absolutely wipe out a lot of low-level tasks. Anything that looks like copying, pasting, summarizing, basic research, first drafts, list building, and “good enough” outreach is getting automated fast.

So here’s the play:

  • Use AI to get efficient
  • Use humans to get effective

If you’re a rep, AI can help you research, organize, and prep.
If you’re a frontline manager, AI can help you spot trends, clean up pipeline signals, and prep for better coaching conversations.
If you’re a sales or revenue leader, AI can help you scale what’s working, identify risk earlier, and make better growth decisions without losing visibility into the human side of performance.
If you’re in enablement, AI can help you reinforce consistency in skills and training, but it should not define what “good” looks like. 

READ: The Ultimate AI Toolkit for Sales & Enablement Leaders

3.The human side of sales just became the differentiator

As marketing and automation go further “digital,” the moment a buyer finally talks to a human matters more than ever.

Which means sales has to feel less like a pitch and more like a helpful consultation.

If your selling is still built on:

  • Generic sequences
  • Shallow discovery
  • Long demos that say everything and solve nothing
  • Follow-up that’s basically “just checking in”

You’re going to feel the shift.

The bar is rising. Thank God.

4. Prospecting is getting harder and more important at the same time

AI has made outbound louder. Not better. Louder.

So prospecting wins this year when it’s:

  • More personal
  • More relevant
  • More direct
  • Less “spray and pray”

Practical upgrades:

  • Personalize to the problem, not the person. “Saw you went to Ohio State” is not value.
  • Lead with a point of view. “Here’s what we’re seeing in companies like yours.”
  • Have a real reason to reach out. A trigger. A change. A risk. A missed opportunity.
  • Keep it short. Make it easy to respond.

And yes, pick up the phone. Calls are weirdly becoming a differentiator again because fewer people are doing them at all, or well.

READ: Best AI Tools, Tips, And Prompts For Sales Prospecting

5. Discovery and conversation skills are the new conversion rate

Buyers do not want to be pitched at. They want to feel understood quickly.

Your edge is better discovery:

  • Ask sharper questions
  • Listen harder
  • Connect pain to impact
  • Create clarity, not confusion

A simple standard: if the buyer can’t clearly explain the problem and the stakes after talking to you, your discovery wasn’t discovery. It was a tour.

READ: 4 Steps to Asking Better Sales Discovery Call Questions

6. Demos are changing: shorter, tighter, more customized

The era of the 45-minute “power demo” is fading.

Teams are moving toward:

  • Micro-demos
  • Self-serve exploration
  • “Show me exactly what I asked for” experiences
  • Recordings that help buyers sell internally

If your demo is still a feature parade, you’re doing product theater, not selling.

Make demos:

  • Smaller
  • More specific
  • Tied to their use case and decision criteria
7. Call bridging is one of the fastest ways to prevent ghosting

Ghosting isn’t new. Buyers disappearing mid-deal is basically a sport now.

One of the simplest skills that helps is call bridging: setting up the next step while you still have them, with clarity and agreement, so follow-up isn’t chasing.

Quick example language:

  • “Before we hang up, what needs to be true for you to feel good about moving forward?”
  • “If we’re aligned, what’s the next best step on your side and mine?”
  • “Let’s lock the next conversation now so we don’t lose momentum.”

It’s not pushy. It’s professional.

READ: Call Bridging 101: Paving the Way for a Follow-up Sales Call

8. Pipeline and forecasting are finally getting help (but your CRM can’t be garbage)

More teams are leaning on AI for forecasting. That’s a win.

But AI can’t save you from messy inputs.

If your CRM stages are fuzzy and everyone has their own definition of “qualified,” you’ll still get bad forecasts. They’ll just arrive faster.

Team move to make:

  • Define clear stage gates
  • Decide what must be true to move forward
  • Build the habit of updating reality, not optimism
9. The skill plan matters as much as the tech plan

Most organizations spend way more on tools than training.

Tools are coming. Skills are what will separate teams.

If you’re a leader or enablement:

  • Budget time and money for skill development
  • Build an ongoing cadence so training isn’t a one-time event
  • Make practice normal, not rare
  • Don’t rely on video alone and call it “training”

People don’t change from watching. They change from doing.

READ: The Secret to Scaling Sales Team Revenue: Your Managers

Role-based game plan (so you actually use this)

If you’re a rep

Put these blocks on your calendar weekly:

  • Research + personalization time
  • Call time
  • Follow-up time
  • Skill practice time (one skill, not ten)

If you’re a manager

Protect your calendar or you’ll burn out:

  • Weekly group pipeline time (group, not endless 1:1 firefighting)
  • Weekly coaching block (deeper coaching, not drive-by feedback)
  • Monthly strategy and career development conversations
  • Quality checks (quality over quantity)

If you’re a sales or revenue leader 

Scale without losing control: 

  • Weekly visibility into pipeline health and risk, not just totals 
  • Clear definitions for stages, forecasting, and “what good looks like” 
  • Regular inspection of skills, not just numbers 
  • Investment in both systems and people, not one or the other

If you’re in enablement

Speed is the name of the game:

  • Build the muscle of a training cadence first
  • Then swap topics in as the world changes
  • Keep humans defining what “good” looks like
  • Use AI tools to spot patterns, not replace coaching

READ: 8 Sales Enablement Best Practices to Partner with Revenue Leaders

This year is going to reward the people who stay current, build real skill, and show up as humans.

Use AI to get faster. Use your people to get better.

And please, for the love of all things, don’t let a robot set the standard for your customer conversations.

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Sales Team Challenges and Skill Gaps [Research Report]

Sales Team Challenges and Skill Gaps

[Research Report]

A Reality Check on Sales Team Performance

We surveyed sales reps, frontline managers, and revenue leaders to understand where sales teams are struggling, and why results stall even when effort is high.

This report digs into the challenges and skill gaps impacting performance across the sales org, including:

  • Where reps get stuck in the sales cycle
  • What’s pulling managers away from coaching and leadership
  • Top skill gaps leaders see slowing execution and results
  • Misalignment between effort, activity, and what actually works
  • What sales teams say they need most to improve performance

Fill out the form to access the full report and uncover where sales teams are losing momentum, and how the right training can help close the gap.

Get Our Full Research Infographic

A Reality Check on Sales Team Performance

We surveyed sales reps, frontline managers, and revenue leaders to understand where sales teams are struggling, and why results stall even when effort is high.

This report digs into the challenges and skill gaps impacting performance across the sales org, including:

  • Where reps get stuck in the sales cycle
  • What’s pulling managers away from coaching and leadership
  • Top skill gaps leaders see slowing execution and results
  • Misalignment between effort, activity, and what actually works
  • What sales teams say they need most to improve performance

Fill out the form to access the full report and uncover where sales teams are losing momentum, and how the right training can help close the gap.

Get Our Full Research Infographic

Key Takeaways

Prospecting is Broken

60% of reps say prospecting is the hardest part of selling today

Managers Are Overloaded

Meetings and admin work crowd out coaching and leadership

Execution Falls Short

Leaders point to inconsistent execution and poor prioritization as top barriers

8+ Tips to Make Next Year Your Best Sales Year Ever [Webinar Recording]

8+ Tips to Make Next Year Your Best Sales Year Ever

[Video Recording]

Top Sales Trends and Tips to Succeed in the New Year

The sales world is shifting fast; AI, new buyer behaviors, skill gaps, and burnout are changing how every role hits quota.

In this Sales Shot, you’ll get practical, role-specific tips built from the latest sales trends and what top teams are doing to win next year. Whether you’re making calls, coaching reps, running training, or setting strategy, you’ll leave with tactics you can put to work immediately.

  • Reps will get prospecting best practices, discovery ideas, voicemail/call-bridging tips to prevent ghosting, and quick AI workflows to save time and move deals.
  • Managers will learn coaching techniques, time-management strategies, meeting cadences, and the core skills leaders want managers to build next year.
  • Sales & Enablement Leaders will get insights on new trends, which skills matter most, how to get buy-in, how to build training that sticks, and how to measure the ROI that executives actually care about.

No fluff. No theory. Just proven tactics pulled from real sales data and what’s actually working on the phones, in the pipeline, and with today’s sellers.

Watch the video replay!


Top Sales Trends and Tips to Succeed in the New Year

The sales world is shifting fast; AI, new buyer behaviors, skill gaps, and burnout are changing how every role hits quota.

In this Sales Shot, you’ll get practical, role-specific tips built from the latest sales trends and what top teams are doing to win next year. Whether you’re making calls, coaching reps, running training, or setting strategy, you’ll leave with tactics you can put to work immediately.

  • Reps will get prospecting best practices, discovery ideas, voicemail/call-bridging tips to prevent ghosting, and quick AI workflows to save time and move deals.
  • Managers will learn coaching techniques, time-management strategies, meeting cadences, and the core skills leaders want managers to build next year.
  • Sales & Enablement Leaders will get insights on new trends, which skills matter most, how to get buy-in, how to build training that sticks, and how to measure the ROI that executives actually care about.

No fluff. No theory. Just proven tactics pulled from real sales data and what’s actually working on the phones, in the pipeline, and with today’s sellers.

Watch the video replay!


Top Sales Trends, Challenges & AI Tools You Need to Know [Webinar Recording]

Top Sales Trends, Challenges & AI Tools You Need to Know

[Video Recording]

Sales Trends That Are Shaping How Teams Sell Today

We asked salespeople (sales reps, managers,  leaders, and enablement pros) around the globe what’s really happening inside sales orgs. What’s driving performance, what’s draining it, and how AI, coaching habits, team culture, and skill development are shaping the way we sell heading.

This session reveals the top takeaways from our newest research, The Current State of Sales: Trends, Challenges & the Role of AI. Whether you’re a rep, frontline manager, enablement pro, or sales leader, you’ll leave with real data, fresh insights, and ideas to help your team stay competitive next year.

Here’s what we’ll cover:

  • The top sales trends that will shape the future
  • Where reps, managers, and leaders are struggling the most
  • The AI tools sales teams actually use, and what they use them for
  • How sales managers are spending their time and where they need support
  • What reps say they want more of to stay, grow, and hit quota
  • The skills and knowledge gaps slowing down sales teams
  • What sales leaders are prioritizing in their budgets and strategy plans

No fluff. Just practical takeaways, honest commentary, and a few laughs.

Watch the video replay!


Sales Trends That Are Shaping How Teams Sell Today

We asked salespeople (sales reps, managers,  leaders, and enablement pros) around the globe what’s really happening inside sales orgs. What’s driving performance, what’s draining it, and how AI, coaching habits, team culture, and skill development are shaping the way we sell heading.

This session reveals the top takeaways from our newest research, The Current State of Sales: Trends, Challenges & the Role of AI. Whether you’re a rep, frontline manager, enablement pro, or sales leader, you’ll leave with real data, fresh insights, and ideas to help your team stay competitive next year.

Here’s what we’ll cover:

  • The top sales trends that will shape the future
  • Where reps, managers, and leaders are struggling the most
  • The AI tools sales teams actually use, and what they use them for
  • How sales managers are spending their time and where they need support
  • What reps say they want more of to stay, grow, and hit quota
  • The skills and knowledge gaps slowing down sales teams
  • What sales leaders are prioritizing in their budgets and strategy plans

No fluff. Just practical takeaways, honest commentary, and a few laughs.

Watch the video replay!


Meet the Speakers

Lauren Bailey
Lauren Bailey
Founder
Factor 8 | #GirlsClub | Legacy
Jessica Fryback
Jessica Fryback
Sales Development Manager
Dun & Bradstreet
Katie Grant
Katie Grant
Vice President of Customer Growth
Teton
Fiona Simpson
Fiona Simpson
Sr. Enablement Business Partner
Boomi

The Current State of Sales [Research Report]

The Current State of Sales

[Research Report]

A Pulse on Today’s Sales Workforce

We asked hundreds of sales professionals, from reps to revenue leaders, how they’re working, how they’re feeling, and how confident they are in today’s selling climate.

This first part of our State of Sales series explores:

  • Where and how sales teams work (remote, hybrid, in-office)
  • What’s driving or draining motivation
  • How burnout and optimism vary by level
  • Progress on DEI and representation across organizations

Fill out the form to access the full report.

Get Our Full Research Infographic

A Pulse on Today’s Sales Workforce

We asked hundreds of sales professionals, from reps to revenue leaders, how they’re working, how they’re feeling, and how confident they are in today’s selling climate.

This first part of our State of Sales series explores:

  • Where and how sales teams work (remote, hybrid, in-office)
  • What’s driving or draining motivation
  • How burnout and optimism vary by level
  • Progress on DEI and representation across organizations

Fill out the form to access the full report.

Get Our Full Research Infographic

Key Takeaways

Sales Pride Is Strong

75% of reps are proud to be in sales, but most don’t see long-term careers at their current company

Managers Are Burning Out

62% of frontline managers say they’re burned out, mostly from admin work and internal meeting

Leaders Feel the Rebound

56% say today’s sales climate is better than last year; optimism rises with seniority

Top 8 Tips to Build Phone Confidence on Your Sales Team [Guide]

Top 8 Tips to Build Phone Confidence on Your Sales Team

[Guide]

Your Guide to Building Phone Confidence in Sales

Most sales teams say they train their reps to sell, but few teach them how to feel confident doing it. This guide gives sales leaders practical, proven ways to help reps overcome call reluctance, build courage, and develop the confidence that drives performance.

You’ll learn how to:

  • Coach reps through fear and hesitation
  • Celebrate small wins that build lasting confidence
  • Use call recordings to turn practice into progress
  • Reinforce skills through repetition and real calls
  • Create a culture where courage and consistency thrive

Confidence is the foundation of every successful sales call. When sellers believe in themselves, they connect faster, engage better, and sell stronger. Use this guide to build a team that’s confident, coachable, and ready to pick up the phone.

Download Checklist

Your Guide to Building Phone Confidence in Sales

Most sales teams say they train their reps to sell, but few teach them how to feel confident doing it. This guide gives sales leaders practical, proven ways to help reps overcome call reluctance, build courage, and develop the confidence that drives performance.

You’ll learn how to:

  • Coach reps through fear and hesitation
  • Celebrate small wins that build lasting confidence
  • Use call recordings to turn practice into progress
  • Reinforce skills through repetition and real calls
  • Create a culture where courage and consistency thrive

Confidence is the foundation of every successful sales call. When sellers believe in themselves, they connect faster, engage better, and sell stronger. Use this guide to build a team that’s confident, coachable, and ready to pick up the phone.

Download Checklist

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