How to Diagnose Sales Gaps Before Building Sales Training [Training Industry Leader Talk]

Sales training is most effective when it starts with the right diagnosis. Too often, a request for a skills program is based on one view of the performance challenge, only for the organization to discover later that other factors — such as poor adoption of a sales methodology or sales process that doesn’t align with how customers buy — are contributing to the problem. For learning and development (L&D) leaders, identifying those factors before building training can mean the difference between addressing a skill gap and investing in training that won’t solve the underlying problem. In this session, Victor Bilgen, VP of Diagnostic Solutions, will share data from Tyson Group’s 2026 Sales Performance Trends research report on the most common hidden gaps impacting sales team performance. He’ll also discuss how to use the data to inform a training and development plan that addresses the real gaps in your sales organization and aligns with your strategic goals. You’ll walk away better equipped to determine where to invest L&D time and resources to improve sales team effectiveness. Visit www.tysongroup.com to learn more.