

How to measure, optimize, and scale sales training programs with Ross Nibur
May 6, 2025
Ross Nibur, Director of Customer Onboarding Operations at Toast, shares insights from his extensive sales background. He reveals that a staggering 90% of sales reps forget their training within a month and presents a four-part framework to create lasting sales habits. Ross discusses the importance of aligning sales strategies with actual customer behaviors and highlights how data automation can streamline processes. He also advocates for continuous evaluation and objective metrics to optimize both enterprise and SMB sales approaches.
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Four-Part Habit Framework
- Sales training alone doesn't ensure habit formation or behavior change in sales reps.
- Deliberate practice, observation by leaders, and coaching are critical to make sales habits stick.
Ross Nibur's Diverse Journey
- Ross Nibur's background spans founding, selling, leadership, IT, and product, giving him a holistic sales and operations perspective.
- His scientific approach drives data-driven decisions in building sales organizations.
Simplify Sales Stages
- Simplify sales stages into five objective milestones based on customer actions like meetings attended and contract signed.
- Use consistent milestones across products and markets to maintain clarity and comparability.