I do a lot of sales training, and I love it.A good training session is like a shot of adrenaline for me—it energizes me. And, if I’ve done my job well, the salespeople have an enjoyable time and learn some key techniques. I think that sales training is an essential investment in any organization’s quest for success. However, there’s a big difference between training and learning.

Many managers fall into the trap of thinking that a single training session can transform their sales team into superstars. While some, in fact, do find a sales training session transformative, you should ...