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Oct 26, 2021

In some ways, sales enablement has the ultimate success metric - increased sales! So why is sales training so often a 'hard sell' for L&D?

In this week's episode of The Mind Tools L&D Podcast, Ross D and Owen are joined by Anderson Hirst, Consulting Director at Kojo Academy, to discuss:

  • the difference between sales training and sales enablement
  • why sales training is so often seen as distinct from other training efforts
  • how to measure the impact of sales training
  • what good sales training looks like
  • advice for small and medium-sized businesses looking to develop their sales teams

Show notes

In WILTW, Owen mentioned the New Yorker article, 'It's Time to Stop Talking About "Generations"':

Ross D recommended the 'A Crypto Optimist Meets a Crypto Skeptic' episode of the Ezra Klein Show. You can find it wherever you get your podcasts.

You can find out more about Anderson's work by visiting

For more from us, including access to our back catalogue of podcasts, visit There, you'll also find details of our award-winning performance support toolkit, our off-the-shelf e-learning, and our custom work.

Connect with our speakers

If you'd like to share your thoughts on this episode, connect with Ross D and Owen on Twitter:

Or you can contact Anderson by searching 'Anderson Hirst' on LinkedIn.