Companies implement sales training to improve sales performance . But most programs still struggle to show measurable impact.

New research from Wilson Learning, analyzing 580+ sales opportunities, reveals a clearer picture of what actually works. The research shows that 39% of wins were tied directly to skills learned. But, the bigger story is the critical role of how those skills are developed and applied. Nearly all performance differences, 96%, were linked to how learners engage with the learning experience itself.

In this session, Wilson Learning and NovoEd will break down the specific elements that drive real performance outcomes, from applied practice and coaching to peer interaction and sustained engagement.

You’ll see how leading organizations are moving beyond content delivery to build and scale learning systems that directly influence pipeline, win rates, and revenue.

What You’ll Learn:

In this session, NovoEd and Wilson Learning will introduce a modern, scalable blueprint for sales development, centered on four high-impact elements:

• What is true learning engagement and how it impacts performance
• How application and practice are the true drivers of learning
• The role of manager coaching and feedback
• How peer engagement affects learning impact

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Corporation. With more than 40 years in the field, Dr. Leimbach has developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and has served on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.

Nancy Frevert, Director of Solution Development of Wilson Learning Corporation is responsible for the development of courses and learning journeys delivered around the globe.

She has more than 20 years of experience at Wilson Learning leading the global efforts to develop content that enhances the learner’s experience and drives performance. She has been instrumental in leading content development for classroom, virtual, and digital delivery.

Todd Moran, Chief Strategy Officer at NovoEd, is a business transformation evangelist and digital workplace expert with more than 20 years of industry experience having held executive roles at global organizations, Schneider Electric, Jive, and EdCast (Cornerstone). His passion and expertise lie in educational technology, digital customer experience, organizational change management, and employee engagement. From the megatrends in learning and enterprise collaboration to technology evaluation and implementation, to the “people” side of organizational change and talent development, he covers the gamut of understanding what it takes to enable a successful digital workplace and deep employee engagement.