The Correlation Trap: Why Post-Training Revenue Bumps Don’t Mean What You Think
Sales leaders often point to revenue increases following training as proof of ROI. “We implemented the new methodology in Q1, and Q2 revenue was up 15%.” This logic is deeply flawed. Post-training revenue bumps are the correlation trap the assumption that because two events occurred in sequence, one caused the other. In reality, dozens of […]
Vanity Metrics in Sales Training: Completion Rates, Smile Sheets, and Other Lies
The sales training industry has perfected the art of measurement theater tracking metrics that look impressive in reports but have virtually no correlation with actual performance improvement. Completion rates show that reps finished the training. Satisfaction scores show they enjoyed it. Knowledge assessments show they can recall information immediately afterward. None of these predict whether […]
Consensus Buying Killed the Hero Rep
For generations, sales training was built around a simple model: identify the decision-maker, build a relationship, make a compelling case, and close. The “hero rep” who could charm executives and close big deals was the archetype of sales success. That model is dead. Research consistently shows that B2B purchase decisions now involve an average of […]
Selling Power 2026 Recognition
Recognition highlights how Braintrust’s sales and leadership training with AI-roleplay reinforcement helps clients increase sales productivity by an average of 27%.
Information Asymmetry Is Gone. Now What?
For most of sales history, sellers held a decisive advantage: they knew more than buyers. Product information, competitive comparisons, implementation details, pricing structures — sellers controlled access to the knowledge buyers needed to make decisions. That advantage is gone. The sellers and organizations still training for it are falling behind.
The Death of the Linear Sales Process
For decades, sales methodologies have been built around a linear assumption: buyers move through predictable stages, awareness, consideration, decision, and sellers should guide them sequentially through corresponding sales stages.
Skills vs. Behaviors: The Training Gap Nobody Talks About
There’s a fundamental gap at the heart of sales training that most organizations never recognize: the difference between teaching skills and changing behaviors. Skills are what reps know how to do; behaviors are what they actually do under pressure.
Why Your Best Reps Ignore Everything They Learned in Traditional Sales Training
Why Your Best Reps Ignore Everything They Learned in Traditional Sales Training | Braintrust Home › Blog › Why Your Best Reps Ignore Traditional Sales Training NeuroSelling & Sales Enablement Why Your Best Reps Ignore Everything They Learned in Traditional Sales Training Rob Vujaklija Director of Sales Performance, Braintrust March 2, 2026 11 min read […]
The Forgetting Curve Is Eating Your Training Budget
The Forgetting Curve Is Eating Your Training Budget | Braintrust Home › Blog › The Forgetting Curve Is Eating Your Training Budget NeuroSelling & Sales Enablement The Forgetting Curve Is Eating Your Training Budget Rob Vujaklija Director of Sales Performance, Braintrust February 23, 2026 12 min read Rob Vujaklija Director of Sales Performance, Braintrust 12 […]
Skills vs. Behaviors: The Training Gap Nobody Talks About
Skills vs. Behaviors: The Training Gap Nobody Talks About | Braintrust Home › Blog › Skills vs. Behaviors: The Training Gap NeuroSelling & Sales Enablement Skills vs. Behaviors: The Training Gap Nobody Talks About Jeff Bloomfield Founder, Braintrust February 16, 2026 11 min read Jeff Bloomfield Founder, Braintrust 11 min remaining Connect on LinkedIn Jeff […]
