Types of Training That Great Salesforce Training Plans Have
Having a great training plan is crucial to the success of your Salesforce implementation
Training plays a critical role in aligning employees with the changes that accompany any implementation and in setting expectations from the outset. That is why a well-designed training plan is essential to the success of a Salesforce implementation. An effective training strategy should account for business objectives, key requirements, current pain points, existing challenges and obstacles, training formats, and the overall training schedule.
For this post, I will focus on the different types of training you can incorporate into your broader training program.
Prerequisite Training
A strong training program should begin with prerequisite training. This type of training helps build awareness and create excitement among employees before formal instruction begins. At a minimum, it may consist of short video recordings or concise reference materials that explain the purpose and goals of the training. Most importantly, it should answer the employee’s question: “What’s in it for me?”
Train-the-Trainer
The Train-the-Trainer model is exactly what it sounds like. It involves preparing internal instructors or champions who will ultimately train end users using the materials developed to support the company’s overall training strategy. This approach often works well in organizations where employees are empowered to take ownership of business processes and decisions.
Training for this audience should include an overview of the overall training strategy as well as the content for the specific classes they will be delivering.
Management Training
Management training is often overlooked, yet it can be one of the most important components of a successful adoption strategy. If managers do not understand and support the Salesforce strategy, they can unintentionally become barriers to adoption. The goal of management training is to align the leadership team with the objectives of the Salesforce implementation and equip them to reinforce the expected behaviors within their teams.
This type of training should include presentations from the Salesforce executive sponsor that explain the implementation objectives and answer the question of “What’s in it for me?” from a manager’s perspective. A balanced format of brief presentations and hands-on exercises can be effective. It is also important to cover company policies and procedures related to Salesforce usage and provide supporting materials that managers can reference after training so they are prepared to respond to questions from their direct reports.
End-User Training
End-user training is often the most visible part of a training strategy, and for good reason. Its purpose is to provide hands-on, role-specific instruction that helps employees use Salesforce effectively in their day-to-day work. When in-person training is not possible, virtual training is an effective alternative for remote employees.
As with management training, sessions should include executive sponsor participation to reinforce the business objectives of the implementation. A combination of short presentations and practical exercises tends to work well. Training should always answer the question of “What’s in it for me?” from the employee’s perspective. Supporting materials such as handouts or cheat sheets are also useful, as they give employees a reference they can use after training when performing their roles.
Brown Bag and Lunch & Learn Sessions
Brown Bag and Lunch & Learn sessions are an effective way to keep the training conversation active after formal instruction has ended. These sessions create an informal setting where broader or more advanced topics can be covered. They are also useful for onboarding new employees or for helping team members who were not directly involved in initial training build familiarity with the platform.
These sessions give trainers and executive sponsors an opportunity to gather feedback that can be incorporated into the overall training program. The most effective sessions often include demonstrations of new features, discussion of advanced topics, or open Q&A. Another valuable approach is to have power users share how Salesforce has helped them achieve business results.
Thoughtful training is one of the most effective ways to support adoption and reinforce the value of a Salesforce implementation. While strong training requires planning and effort, it also requires ongoing commitment. When training is approached strategically, it becomes a powerful tool for driving alignment, confidence, and sustained usage across the organization.