1. Sales Training Is an Afterthought

Launching a new product takes a lot of energy—market analysis, product development, gaining approvals, and crafting the marketing plan. So, it’s no surprise that sales training, the final step, often gets overlooked or rushed.

2. Dusting Off an Old PowerPoint the Night Before Training

Even if you know the content inside and out, an old PowerPoint likely isn’t tailored for a sales audience. Salespeople need training that speaks to their needs, challenges, and goals—not just a repurposed presentation for a non-sales crowd.

3. Assuming the Sales Team Shares Your Excitement

You’ve spent months—perhaps even years—developing the new product, and you’re eager to share it. But don’t assume the sales team feels the same way. For many, this may be their first exposure to the product, and it could disrupt their established way of selling. They may even resent the time spent in training if it feels like more of a chore than a benefit.

4. Overloading with Information

Product leaders often get excited about their new offering and want to share every detail with the sales team. But too much information can lead to overwhelm, confusion, and ultimately lost sales.

5. Lecturing

Telling isn’t training. Salespeople are results-driven and focused on high-impact activities, so their attention can quickly fade during training that doesn’t directly tie to their goals. Simply delivering information won’t build the skills or confidence needed to find prospects and close deals. Sales professionals thrive in training that’s practical, interactive, and grounded in real-world application.