22 sales training programs that tackle the biggest selling challenges in 2026

Today’s sales teams are caught up on the basics. What they need now is help delivering value faster and keeping up with customers who want more from every conversation. 

This sets a new benchmark for sales training. Sales leaders need to find courses that help reps handle calls with confidence while giving teams enough time to keep pace with modern buyer expectations. 

And now, with 88% of sales teams either using AI agents or expecting to do so within two years, training also needs to prepare reps for a new kind of workflow, where humans and agents work together to keep momentum going.

There’s a lot to think about, but it’s also an exciting time to equip your teams for the next era of selling. In this guide, we’ll look at today’s big sales challenges and compare 22 training programs that can help teams navigate them with confidence. 

Key Takeaways

• Sales training today needs to help reps prove value faster, protect selling time, and get the best out of AI as it becomes part of the sales workflow. 
• AI readiness is now part of sales readiness. High-performing teams are now learning how to free up time for selling by bringing agents into the flow of work. 
• The best course for your team is the one that helps your team make progress on the pain points that are bogging your team down. 
• There are various courses that will help you reach those goals. We’ve collated 22 of them to help you find the right fit faster.
• A course can create the shift, but it won’t change your sales culture. Coaching, knowledge hubs, and communities help teams build strong habits over time.

What you’ll learn:

• The three big sales shifts in 2026
• 22 sales training programs that prepare reps for the next era of selling
• How to spot a course worth your sales team’s time
• A course will kickstart change, but it won’t help it stick
• From sales training to sales triumph
• FAQs

The three big sales shifts in 2026

Sales teams are trying to do what they’ve always done best: build trust, solve problems, move deals forward, and turn conversations into revenue. 

The challenge? Sales is changing. Customers want more than they ever have, and sales teams are stretched for time to meet those expectations. AI is helping ease that pressure, but to succeed, teams need to know how to get the best out of it.

1. Buyer behaviour is changing

Today’s buyers want more proof, more relevance, and more confidence before they commit. As per our seventh State of Sales Report, 69% of sales pros say customers care more about measurable ROI than they did last year, 67% that they want more personalisation, and 57% that they take longer to decide than they used to.

This raises the bar before a conversation even begins. Reps need to prep more thoroughly and tailor outreach more carefully. They also need to keep opportunity data current and connect interactions so every conversation starts with clear context. 

2. Reps are stretched between prospects and paperwork

Rising customer expectations also introduce a different pressure. When reps have to spend more time planning for conversations and handling routine admin, they have less time to spend on the work customers actually value.

The average rep currently spends 60% of their workweek on non-selling tasks, like data entry and planning, leaving just 40% for prospecting and meeting with customers. 

The takeaway? As reps try to keep up with customer expectations, they have less time to spend with customers. Now that’s a paradox!

3. AI agents can ease the pressure if reps know how to use them

With customer expectations increasing and reps struggling for the time to meet them, many teams are now turning to agentic AI for support. 

AI agents can handle key tasks that drain time and resources. For instance, an AI sales agent could: 

• Find and rank leads with buying intent signals, so reps start each day with a shortlist
• Enrich accounts with data from the web, third-party sources, and past conversations
• Generate personalised, brand-aligned outreach based on customer data
• Keep pipelines and follow-ups current so reps don’t have to update manually 
• Create and update quotes through prompts to keep deals moving faster
• Provide reps with context and talking points before they step into a conversation 

They’re clearly making an impact, as 94% of sales leaders with agents say they’re critical for meeting demands. Sales professionals feel the same way, with 90% saying AI agents help them understand customers better and 88% saying that they increase the odds of hitting sales targets.

The catch is that AI agents still require human judgment and clear guardrails. Teams need training to understand where agentic AI can help, how to use it to support prep and follow-through, how to validate outputs, and when they should step in.

22 sales training programs that prepare reps for the next era of selling

As customer expectations evolve, reps feel the squeeze, and AI becomes part of every workflow, leaders need to be more deliberate about how they choose team training.

Below, we’ve handpicked 22 sales training programs that help reps prepare for one or more of the big three sales shifts today:

• Meeting evolving expectations 
• Managing time pressure
• Building AI readiness

After we go through the list, we’ll also share a simple framework to help you choose the right fit and make sure the training keeps delivering value once the course is over. 

Note: All prices in this guide are approximate and accurate at the time of writing. For the most up-to-date pricing, please check with the course provider. 

1. Salesforce Certified Sales Foundation

Salesforce offers certifications for sales professionals who want to build a customer-centric approach to selling. The Certified Sales Foundation is a great starting point for developing skills in customer communication, discovery, value selling, and account planning through the world’s leading agentic sales platform. 

The course sits within Trailhead, which means it’s free to get started. It also gives teams the flexibility to learn without getting pulled away from live selling, and it features a strong community of Trailblazers for support. Leaders can also build their own sales programs and create a centralised hub for guides, resources, and insights for reinforcement. 

• Focus: Customer-centric selling, discovery, value selling, account planning
• Best for: Teams that want to solve the big three modern sales challenges
• Format: Online learning, with exams held either at a test centre or remotely
• Pricing: Learning is completely free; the certification exam costs USD$75 (~AU$105)
• Certification: Salesforce certifications provided on completion of exam
• Challenge fit: Evolving buyer expectations, rep time pressure, AI readiness

How it solves the challenge: This course helps reps handle higher customer expectations through buyer-centric selling and value communication. The self-paced Trailhead format makes it easier to build skills without dragging down the working week. It also sits inside the wider Salesforce learning ecosystem, so teams can build core sales skills and move into more niche agentic AI pathways, like Agentblazer. 

Keep in mind: Trailhead’s flexibility is a big bonus for rep time, but it also means learning is more self-directed and custom-built through Sales Enablement tools. If your team needs roleplay and live sessions, you may prefer to pair this with workshops or AI sales coaching.

Pathways to explore: Salesforce Certified Sales Foundation, Agentblazer, Agentforce Sales: Become a Selling Specialist

2. Smarter Selling

Smarter Selling is an Australian course provider that leans into modern buyer psychology and trust-based selling rather than old-school script work. Founded by Charmaine Keegan, the business has trained more than 35,000 professionals and runs practical sales programs across Sydney and Melbourne, as well as online.

• Focus: Buyer psychology, communication skills, trust-based selling
• Best for: Teams that want to show commercial awareness without losing personality
• Format: In-person in Sydney and Melbourne, plus online learning
• Pricing: No public pricing listed; contact for a quote 
• Certification: Not specified; get in touch for details
• Challenge fit: Evolving buyer expectations

How it solves the challenge: Smarter Selling is built around helping reps sound more commercially minded and confident in fast-moving conversations. It puts emphasis on building trust and helping teams handle sales efficiently without sounding robotic. 

Keep in mind: The program’s unique selling point is the trainer’s style and expertise, and that works best with the in-person delivery in Sydney or Melbourne. Teams looking for training in the flow of work might want a more process-led digital course. 

Pathways to explore: Sales Essentials, Sales Accelerator, Sales Mastery

3. Richardson

Richardson is less about delivering a single course and more about helping sales organisations improve efficiency across pipeline creation, account growth, and deal progression. What makes it interesting is the Accelerate platform, which brings in digital learning, CRM-enabled workflow tools, and analytics to close the gap between training and execution.

• Focus: Full-cycle sales improvement, bringing training closer to everyday work
• Best for: B2B organisations that want reps and managers working from one system
• Format: Instructor-led, blended, and digital learning formats 
• Pricing: Custom enterprise quotes
• Certification: Certificates available for selected courses
• Challenge fit: Rep time pressure

How it solves the challenge: Richardson’s tech stack is built to keep learning close to real selling, with short skill drills and CRM workflows. This makes it a good fit for teams that are struggling for time and looking to build better habits in a live environment. 

Keep in mind: If your team just needs a lightweight skills refresh, Richardson may be too heavy to implement. It’s more at home in large, structured sales environments than in small sales teams looking for a simple solution. 

Pathways to explore: Connected Selling Curriculum, Sales Capability Framework

4. Dale Carnegie

Dale Carnegie offers in-person, live, and on-demand sales training with a focus on practical buyer-facing skills for sellers. Based on principles from Carnegie’s book How to Win Friends and Influence People, programs cover everything from customer communication to relationship selling across a range of expert instructor-led and self-taught courses.

• Focus: Relationship selling, customer communication, practical sales skills 
• Best for: Teams that want to build confidence in buyer conversations
• Format: Live online, on demand, plus in-person events across Australia
• Pricing: From AU$550 to AU$3,000+, depending on course and format
• Certification: Certificates or badges available, depending on the course 
• Challenge fit: Evolving buyer expectations

How it solves the challenge: Dale Carnegie is all about the human side of selling. It helps teams build confidence and learn how to personalise interactions without sounding scripted. This makes it a good primer for meeting customer expectations. 

Keep in mind: Dale Carnegie’s courses focus on tried-and-tested people skills. If reps are struggling with efficiency, time management, and keeping up with evolving buyer needs, you might want something more focused on modern sales challenges. 

Pathways to explore: Dale Carnegie Sales Training: Winning with Relationship Selling, Sales Essentials

5. Sandler 

Sandler offers a broad sales training ecosystem, with courses touching on everything from sales foundations to enterprise selling, negotiation, and coaching. It’s all built around the long-running Sandler Selling System, making it a strong fit for teams that want a recognised framework with enough depth to grow into over time. 

• Focus: Sales methodology, deal qualification, negotiation, buyer psychology
• Best for: Teams that want the structure of a proven learning pathway
• Format: Live and online, with local delivery available in Sydney 
• Pricing: From AU$4,000 to AU$40,000+; contact for a custom quote
• Certification: Yes, with a formal certification pathway available
• Challenge fit: Evolving buyer expectations

How it solves the challenge: Sandler is built to help reps handle sales processes with more confidence. Its focus on discovery and buyer psychology should help teams uncover what matters sooner, personalise more effectively, and guide longer sales cycles. 

Keep in mind: This is a much heavier commitment than a lightweight course, meaning it may be too heavy for teams already short on time. It’s also heavily structured, so it might not suit teams with a looser sales culture. 

Pathways to explore: Sales Development Series, Sales Certification

6. KONA Group

Australia’s KONA Group builds its sales training around its Hearts & Minds methodology, designed to help reps sell by being helpful rather than pushy. Running throughout Sydney, Melbourne, and Brisbane with customised trainer-led workshops, it’s a good fit for businesses that want to discover how to sell with a more relationship-first style. 

• Focus: Customer-centred selling and building loyal relationships 
• Best for: AU teams looking for a practical, relationship-led sales refresh
• Format: In-person in Sydney, Melbourne, and Brisbane, plus coaching 
• Pricing: Custom quoted for team workshops 
• Certification: Not specified; get in touch for details 
• Challenge fit: Evolving buyer expectations

How it solves the challenge: KONA is a strong fit in a world where buyers expect relevance and value rather than standard sales tactics. The emphasis on questioning, listening, and objection handling suits teams that want to improve their customer-led selling. 

Keep in mind: The program is largely workshop-led and trainer-led, which could be a plus or a negative, depending on your team’s preferences and available time. If you need a bigger digital learning library or formal certification, it may not be the best choice. 

Pathways to explore: Sales Training, B2B Sales Training, Storytelling for Sales

7. ValueSelling Associates

ValueSelling Associates builds its offer around a core idea: helping teams sell on value rather than price. It teaches sales teams to build relationships by offering solutions that provide tangible benefits and address pain points, making it a strong choice for teams that need support proving ROI in sales calls. 

• Focus: Value selling, buyer confidence, and meeting evolving expectations
• Best for: Teams that need reps to justify value and prove ROI more clearly
• Format: Virtual and live sales training, coaching, plus self-paced options
• Pricing: AU$840 for self-paced; custom price for team program 
• Certification: Not specified; contact for details
• Challenge fit: Evolving buyer expectations

How it solves the challenge: ValueSelling gives reps a more structured way to uncover business pain points, communicate ROI, and make the value conversation stronger than pricing. It’s a good fit for adapting to modern buyer expectations. 

Keep in mind: This is more of a complete sales reset than a skills workshop you can add onto your existing training. ValueSelling is a complete rethink of how to approach buyer conversations, so it will require complete buy-in from teams and leaders to work. 

Pathways to explore: TheValueSelling Framework, eValueSelling Fundamentals

8. RAIN Group

RAIN Group offers custom sales training built from more than 85 modular learning blocks that teams can use to structure their own tailored learning pathway. Programs range from consultative selling and virtual selling to strategic account management and broader deal strategy, making it well-suited to B2B teams with more complex sales processes. 

• Focus: B2B sales, high-stakes sales, consultative selling, virtual selling
• Best for: B2B teams navigating complex sales cycles and high-value deals
• Format: Onsite, virtual, hybrid, and self-study, with an AU contact point
• Pricing: Larger team program priced on request
• Certification: Certificates available for selected courses 
• Challenge fit: Evolving buyer expectations, rep time pressure

How it solves the challenge: The modular training approach gives businesses more control over what their team learns and when. The focus on major sales makes the program a great fit for B2B sales teams with longer, more complex sales cycles. 

Keep in mind: RAIN is a structured, long-term pathway rather than something reps can dip in and out of. The modular approach does offer some flexibility, but for teams that need a faster solution, it may not be the best fit. 

Pathways to explore: Consultative Selling, Virtual Selling, Winning Major Sales

9. Prosell

Prosell offers a range of instructor-led courses across Australia, covering everything from retail and enterprise sales to account development and conversational selling. Courses will be fully tailored based on a business’s pain points, making it a good fit for those who want a local course adapted to their team, market, and sales environment. 

• Focus: Consultative selling, conversational selling, account growth strategy
• Best for: Australian businesses that want highly customised team training
• Format: Interactive workshops and coaching across most of Australia’s capitals 
• Pricing: Custom quoted for team workshops 
• Certification: Not specified; get in touch for details 
• Challenge fit: Evolving buyer expectations

How it solves the challenge: Prosell focuses on conversational selling, ideal for more personal customer interactions. It’s fully customised and features post-training guidance and activities, which can help the new skills stick after the workshop. 

Keep in mind: Prosell’s tailored approach is a plus, but it also means businesses need to do more upfront thinking to work out what they want to get out of the program. It isn’t the best fit if you want a proven off-the-shelf pathway or a complete sales refresh. 

Pathways to explore: Sales Training, Corporate Sales Training, Conversational Selling

10. Corporate Visions

Corporate Visions focuses on decision science, buyer research, and refining the conversations that shape the buying experience. It’s a good choice for B2B sales teams selling into complex buying groups where proving value is the main battle. 

• Focus: Buyer decisions, active listening, value messaging, discovery
• Best for: B2B teams selling to high-stakes buying groups 
• Format: Live workshops; virtual, hybrid, and blended delivery
• Pricing: Custom quoted; book a discovery call to learn more
• Certification: Not specified; get in touch for details 
• Challenge fit: Evolving buyer expectations, rep time pressure

How it solves the challenge: Corporate Visions is a strong fit for meeting modern buyer expectations. It trains reps to align with buyer needs to personalise conversations. Its just-in-time coaching model also helps reps activate skills in the flow of work. 

Keep in mind: This program is tailored toward B2B sales organisations rather than teams looking for a low-cost course. If you want a simpler workshop or digital package, it might be too much. 

Pathways to explore: B2B Sales Training, Buyer Insights, Just-in-Time Enablement

11. Challenger Inc

Challenger is built around insight-led selling and helping reps teach buyers something new. It’s a strong fit for teams selling into complex B2B environments where buyer indecisiveness can put longer sales cycles at risk. 

• Focus: Insight-led selling, commercial conversations, sales culture
• Best for: Teams looking for a proven methodology for complex buyer conversations 
• Format: Online instructor-led, eLearning, and hybrid delivery 
• Pricing: Custom quoted for team programs
• Certification: Not specified; get in touch for details 
• Challenge fit: Evolving buyer expectations

How it solves the challenge: Instead of asking buyers what they need, reps learn how to reframe conversations, using data to reveal problems. This creates tension that helps reps break through buyer paralysis and show ROI. 

Keep in mind: This is a full-scale methodology that requires a significant cultural shift. It’s best for experienced reps who have the conversational skills to challenge a customer’s thinking without damaging the overall relationship. 

Pathways to explore: Challenger’s Level Ups, Sales Negotiation Program

12. SalesDNA

SalesDNA is an Australian digital learning platform designed for teams that need practical sales help in manageable bursts. Its short modules and “coach mode” support make it valuable for reps who are short on time and want low-friction learning. 

• Focus: Bitesize learning, time management, prospecting, communication 
• Best for: Australian teams that want flexible, low-friction digital learning 
• Format: Online instructor-led, eLearning, and hybrid delivery 
• Pricing: From AU$225 per module per annum (5 modules minimum)
• Certification: Not specified, get in touch for details 
• Challenge fit: Rep time pressure

How it solves the challenge: SalesDNA is built for teams that lack the time for big training rollouts. The short modules, repeat access, and coaching features will help reps tackle day-to-day issues quickly. It also comes at a fixed price, handy for small businesses. 

Keep in mind: It’s much lighter than many other providers. Teams that want a larger sales refresh, more interactivity and roleplay, or a recognised certification might find it too basic for their needs. 

Pathways to explore: No specific pathways; sign up and choose your modules

13. JB Sales

JB Sales offers extensive, customisable programs designed to meet the diverse needs of sales teams. Programs focus on practical techniques, high-quality engagement, and strategic sales execution, all led by expert sales coach John Barrows.

• Focus: Prospecting, cold calling, closing techniques, execution 
• Best for: Teams seeking flexible live coaching on core sales topics
• Format: One-to-one training and self-guided on-demand resources 
• Pricing:  ~AU$10,000 to ~AU$40,000+; book a strategy call for exact figures 
• Certification:  Certificate of completion 
• Challenge fit: Evolving buyer expectations, rep time pressure

How it solves the challenge: JB Sales is strongest when teams need reps to work better under pressure. Monthly live training is the core offer, while on-demand resources can help stretched teams reinforce learning over time. 

Keep in mind: Instructor-led training might not suit teams looking for a more lightweight digital pathway. This personal approach also means the price can quickly rise in higher tiers. 

Pathways to explore: Team Training Packages, Filling the Funnel

14. Korn Ferry

Korn Ferry’s sales training, led by Miller Heiman Group, focuses on transforming sales culture and improving leadership skills through innovative technology and immersive learning.

• Focus: Strategic selling, account growth, complex deal planning
• Best for: Enterprise teams selling to challenging B2B buyers
• Format: Virtual classrooms and occasional instructor-led training
• Pricing:  ~AU$1,400 to ~AU$3,000+, depending on course 
• Certification:  Certifications available for certain courses
• Challenge fit: Evolving buyer expectations

How it solves the challenge: Korn Ferry is a good choice when buyers are harder to navigate and deals involve a lot of people. It’s a well-respected sales training program, ideal for organisations aiming to elevate their sales team’s effectiveness with immersive learning. 

Keep in mind: Miller Heiman is famous for its rigid structure, like its “Blue Sheet” deal planning framework. This is a big strength for some teams, but it can become an administrative burden if it isn’t integrated well into your CRM and reinforced by leadership.

Pathways to explore: All courses located on Korn Ferry’s sales training site

15. Brooks Group Training

The Brooks Group’s IMPACT Selling offers a tailored program focusing on the IMPACT methodology, designed to improve sales and customer retention.

• Focus: Sales enhancement, customer retention, and relationship-building strategies
• Best for: B2B teams in complex industries seeking a repeatable process
• Format: Online or onsite across six two-hour sessions 
• Price: In-person for ~AU$3,500 or virtual for ~AU$3,000 per participant
• Certification/diploma: Not specified; contact for details
• Challenge fit: Evolving buyer expectations

How it solves the challenge: The IMPACT methodology (Investigate, Meet, Probe, Apply, Convince, Tie-it-up) aims to address modern buyer scepticism by training reps to act as “trusted advisors” who focus on delivering personalised value rather than simple pitches. 

Keep in mind: This is another highly structured methodology that needs to be integrated as a company-wide standard. It’s also very process-heavy, so leaders will need to reinforce the learning to make sure teams don’t revert to old habits. 

Pathways to explore: IMPACT Selling, Sales Negotiations

16. ASLAN Sales Training

ASLAN offers a range of virtual and in-person workshops built around Other-Centered Selling, a methodology designed to bridge the gap between typical sales tactics and the modern buyer’s need for authenticity and personalisation.

• Focus: Leadership and sales development, sales culture development 
• Best for: Teams dealing with tricky buyers in complex B2B environments
• Format: Modular virtual workshops and 1–2 day immersive events 
• Price: ~AU$7,000 to ~AU$38,000, depending on workshop length and content
• Certification/diploma: Certificates provided on completion 
• Challenge fit: Evolving buyer expectations, AI readiness (via ASLAN+)

How it solves the challenge: ASLAN addresses modern buyer expectations by teaching reps to lead with authenticity to build trust. The ASLAN+ platform also integrates AI-powered roleplay and reinforcement so reps can practice conversations in a secure environment. 

Keep in mind: The goal of ASLAN is to change the mindset and approach of a sales team, meaning it requires high levels of engagement and management to stick. 

Pathways to explore: Sales Training, Sales Negotiation Skills, ASLAN+

17. HubSpot Academy — AI for Sales

HubSpot Academy offers a specialised AI for sales course that teaches reps how to integrate AI into their existing workflows. It’s focused heavily on HubSpot’s Breeze AI, but it does touch on wider tools. 

• Focus: Pipeline generation, AI-powered lead scoring, personalised outreach
• Best for: Sales teams looking for quick AI wins within their HubSpot CRM
• Format: Self-paced online videos (approx. 40 mins) 
• Pricing: Free
• Certification: Not specified, though other HubSpot pathways offer certificates 
• Challenge fit: Rep time pressure, AI readiness

How it solves the challenge: The course teaches reps to qualify leads, manage deals, develop confidence with AI, and find ways to use it to automate routine tasks. 

Keep in mind: This is an introductory on-demand course. It doesn’t offer the extended learning structure or deep insights found in longer programs. It’s also heavily focused on the HubSpot ecosystem, which could be a drawback if you’re based elsewhere. 

Pathways to explore: AI for Sales, HubSpot Sales Software Certification

18. University of Sydney — Generative AI for Sales Professionals

The University of Sydney offers a two-hour short course teaching the basics of AI for sales via an online workshop. It’s a simple but efficient primer that covers everything from crafting compelling copy to supporting business development with an AI copilot. 

• Focus: Generative AI capabilities, prompt engineering
• Best for: Teams that need a quick primer on personal AI use for sales efficiency
• Format: Online, two-hour short course
• Price: ~$AU595, or AU$150 for University of Sydney Alumni
• Certification/diploma: Digital certificate provided 
• Challenge fit: Rep time pressure, AI readiness

How it solves the challenge: This course helps reps tackle the “time pressure” paradox by teaching them how to use tools like ChatGPT to automate non-selling tasks.

Keep in mind: This is a foundational sprint that’s good for getting a team comfortable with the basics, but it won’t replace the need for a long-term AI sales framework.

Pathways to explore: Generative AI for Sales Professionals Masterclass, AI Fluency Sprint

19. Marcus Chan: Venli Consulting Group

Marcus Chan and Venli Consulting Group offer a dynamic sales training program designed to generate more predictable, stable revenue from sales. Chan’s background as a Fortune 500 sales leader makes him uniquely qualified to deliver a highly tactical B2B system.

• Focus: Predictable revenue growth, market penetration, pipeline engineering
• Best for: Larger B2B companies with complex cycles that need more stability
• Format: 10-day diagnostic followed by a 6–10 week sprint
• Price: ~AU$100,000 for the full sprint
• Certification/diploma: Digital certificate provided 
• Challenge fit: Evolving buyer expectations, rep time pressure

How it solves the challenge: Chan helps businesses identify the process gaps and inefficiencies that leak revenue. The goal is to give reps a structured plan that removes the guesswork from admin so they can focus more heavily on high-value interactions. 

Keep in mind: The course focuses heavily on diagnosing problems and overhauling them with a proven structure, meaning it needs total buy-in for a large-scale culture shift. 

Pathways to explore: All programs are custom-built following the diagnostic process

20. Cherilynn Castleman: CGI Executive Coaching

Cherilynn Castleman’s CGI Executive Coaching programs are designed to elevate sales professionals’ performance, with a special focus on empowering women of colour (WoC) in the sales industry. She also offers courses that help teams use AI to handle the heavy lifting of research and prep so reps can focus on the human side of selling. 

• Focus: Sales confidence, leadership, professional development, AI skills
• Best for: Teams supporting women in sales and emerging leaders
• Format: Online learning, coaching, corporate programs
• Price: Custom quoted; contact for information
• Certification/diploma: Contact for information
• Challenge fit: Evolving buyer expectations, AI readiness

How it solves the challenge: Cherilynn Castleman is all about building rep confidence in buyer conversations, giving women the time to do their best work, and helping sellers shine as people with the skills and presence to make themselves heard. 

Keep in mind: This might not be a good fit for buyers who want a process-led sales methodology and training program. 

Pathways to explore: Online Learning, Sales, Master Relationship-Driven Selling via AI

21. Ian Koniak Sales Coaching 

Ian Koniak’s Sales Coaching delivers personalised coaching and sales transformation strategies for B2B sales teams and reps. Koniak’s approach focuses on mindset, selling skills, and achieving sales quotas, backed by 19 years of sales experience, including a notable track record at Fortune 500 companies like Salesforce and Ricoh.

• Focus: B2B selling, prospecting, closing, sales mindset
• Best for: SMBs that want coaching from a proven SaaS seller
• Format: Online courses, team training, and keynote speaking
• Price: ~AU$16,500 for group coaching or ~AU$33,000+ for 1-2-1
• Certification/diploma: Not specified; contact for details
• Challenge fit: Evolving buyer expectations, rep time pressure

How it solves the challenge: Ian Koniak is great for B2B sales coaching when teams need uncomplicated, practical selling habits that hold up under day-to-day time pressure. 

Keep in mind: Ian’s offering is more personal coaching-led than process-driven. Buyers wanting a more tightly-packed enterprise framework and a formal certification might prefer a more structured provider. 

Pathways to explore: Untap Your Sales Potential Course 

22. The Knowledge Academy

The Knowledge Academy’s AI Automation for Sales course offers a deeper look into AI for sales teams that want to move beyond chatbots. The pathway focuses on orchestrating AI agents that can handle high-volume forecasting and admin tasks that take up rep time. 

• Focus: Agentic AI, AI-driven lead generation, workflow automation 
• Best for: Technical sales teams and complex sales operations
• Format: Online instructor-led one-day events
• Price: Starts from AU$2,995
• Certification/diploma: Not specified, contact for details
• Challenge fit: Rep time pressure, AI readiness

How it solves the challenge: This course addresses rep time pressure by diving into workflow automation. Reps learn how to build workflows that automatically scrape leads, keep pipelines current, personalise outreach, and more. 

Keep in mind: This is a fast-paced, technical sprint. It will give your reps the skills, but they’ll then need to apply this to their own working environment. As it’s a scheduled workshop, you’ll also need to book in advance to secure local Australian sessions. 

Pathways to explore: AI Automation for Sales

How to spot a course worth your sales team’s time 

Whether you want to help reps meet higher buyer expectations, protect selling time when teams are stretched, or build confidence with AI, it’s important to be clear on the problem you’re trying to solve and shortlist courses that match that goal.

From there, you can evaluate programs based on your business’s internal benchmarks. Here are some questions you can ask to determine if a course is right for your team:

• Is it built for the roles that need help? New reps, sales development representatives, and sales managers often need very different kinds of support. 
• Will it support how my team learns? Some teams need live coaching or roleplay. Others prefer self-paced. Align your team’s needs with the course format. 
• Will it fit into our schedule? Some teams are already short on time. A course shouldn’t feel like a burden that will pull your reps further away from customers. 
• Is it engaging enough to stick? Static decks can be useful for basics, but to drive real change, it often helps to choose something more interactive and engaging.  
• Does it help to reinforce learning? A one-off workshop might help spark ideas, but ingraining new habits takes feedback and consistent practice. 
• Does it connect your team to a community? Shared best practices and outside perspectives can help reps develop long after the course ends. 
• Is a certification important to my team? While this is optional, a certification can motivate your reps and support career development. 
• Is the upfront cost worth the investment? Based on the problem the course will solve, decide whether the upfront price is proportionate to the value it could unlock. 

Answering these questions honestly based on your business priorities will give you a framework to land on the right fit. From there, all that’s left is to make sure the course content stays front of mind once the program is over. 

A course will kickstart change, but it won’t help it stick

Even the best sales training has a shelf life. Without reinforcement, it’s estimated that we forget around 70% of what we learn within 24 hours and 90% within a month.

This is known as the “forgetting curve”, and it’s why one-off courses alone won’t create long-term change.

With 52% of reps saying traditional enablement doesn’t give them the skills they need, there’s a clear opportunity for a rethink. Training is still incredibly valuable as a starting point, but what reps need now is a way to build on that isolated learning and reinforce their skills.

Below, we’ve outlined three strategies that make this goal achievable. 

Coaching turns training into habits

Seventy-five per cent of reps say they’d be more likely to hit their targets with a mentor, and it’s no secret why. When leaders can reinforce course content through roleplaying, guided learning, and real conversations, skills start to become a habit. 

The challenge is that sales leaders are stretched, too. Forty per cent of reps say their managers’ lack of time is an obstacle to enablement, 46% that they rarely get feedback on sales conversations, and 41% that they don’t get enough opportunities for roleplaying.

This is why high-performance sales teams are now investing in agentic AI to help reps refine what they’ve learned. AI sales agents can simulate real buyer conversations, listen to rep responses, and deliver personalised feedback based on deal stages and customer context.

This is how businesses can start bringing course content into real sales workflows. For instance, an AI sales coach within a platform like Agentforce Sales could: 

• Reinforce value-selling concepts by helping reps practise ROI conversations before a real conversation, then tighten their messaging through real-time feedback 
• Build on discovery training with roleplays that help reps ask better questions and uncover pain points faster in live conversations
• Help teams practise objection-handling by simulating pushbacks, pricing concerns, or competitor mentions

Thirty-four per cent of sales teams with agents use them for coaching, and high performers are 1.4x more likely than underperformers to do so. 

Aside from the link between coaching and stronger performance metrics, the real opportunity here is that an AI sales coach can do this teaching between manager-led sessions. Now, reps can continue practising new skills even when leaders lack the time to mentor every call.

A knowledge base gives reps an always-available refresher 

Another way to supplement course material is to make concepts and theories available within a centralised knowledge base. When sellers can quickly pull up guides, scripts, videos, and templates, they can refresh their memory without waiting for help. 

Salesforce’s Sales Enablement supports this kind of visibility in a few ways. Leaders can:

• Build structured sales programs with course material, practice activities, and supporting resources so reps have one clear place to return after training 
• Organise quick guides and tips in a shared knowledge hub, making it easier for teams to search and find the material without hunting through folders
• Embed insights and guidance directly in the flow of Salesforce work, such as in outreach software, so reps get the refresher they need when it matters 
• Track engagement and program performance through analytics, so leaders can see which resources are used most and where teams need support 

The advantage of this approach is speed. Reps can find knowledge faster and build on their training in the moment rather than context switching between training and selling.

Community gives sellers an edge

Today, sales pros don’t have to figure everything out alone. Forty-four per cent of reps currently engage with sales communities outside their company, and of those that do, 81% say it improves their performance.

Sales communities give reps access to the fresh ideas, best practices, and real-world perspectives that are hard to learn through formal training. They also help reps build the confidence and motivation to apply their new skills to real-world scenarios. 

For a starting point, try Salesblazer. Our vibrant community of diverse sales professionals brings together content, coaching, events, meetups, and Slack communities, so sellers can keep learning, keep growing, and stay sharp.

From sales training to sales triumph

Whether you want to sharpen your team’s value selling, free up time for more important conversations, or give reps the confidence to get the best out of AI agents, you’ll find the right program in this guide. After that, what remains is giving your teams the tools to keep growing and putting their new skills to work in the real world. 

Trailhead provides a free, on-demand training ecosystem covering everything from customer-centric selling to agentic AI. Get started today with our Certified Sales Foundation or learn more about becoming an Agentblazer. 

Ready to keep learning? Read our seventh State of Sales Report to discover how Australia’s top organisations are navigating the modern era of selling, see what’s new with Agentforce Sales, or join the Salesblazer community to grow with like-minded professionals.

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