Are you happy with the results you are getting from sales training? This week’s guest, best-selling author and my good friend Larry Levine, suggests that it might be time to rethink your sales development strategy. Larry is the international best-selling author of Selling From the Heart: How Your Authentic Self Sells You. Larry is also my co-host on the Selling From the Heart Podcast.

Having coached and training high performance sales professionals and sales leaders inside both the Fortune 500 enterprise space and local businesses, Larry has a rich perspective on what’s working and what isn’t when it comes to developing sales reps.

In our discussion today, we talk about how the limited results from traditional approaches to sales training have led to some companies not even investing in their sales team. We explore the drawbacks of the latest trend toward video training. Then, Larry offers a third alternative that is helping companies get results. The new approach he suggests is already working for some companies and may make sense as a template for companies that need to develop their sales teams in this challenging sales environment.