One of the most important methods of developing great salespeople is training. It’s also one of the toughest things to get right. In my opinion, when a salesperson turns on their sales switch when they wake up, they’re thinking about sales, the entire time, until they turn their switch off after work. During that “switch on” time, any training session needs to recognize that this is what the salesperson is thinking, “I’m not selling anything right now, this better be good”. Effective sales training needs to be salesperson specific, role specific, customer specific.