TrainingPros Wins Brandon Hall Group Award for Best Program for Sales Training and Performance in 2026
Quick Answer: TrainingPros earned a 2026 Brandon Hall Group Excellence Award® for Best Program for Sales Training and Performance for its work with a national real estate company. The sales enablement program strengthened consultative selling skills and produced measurable business results, including a 32.5% increase in average monthly move-ins per Leasing Specialist.
TrainingPros has earned a 2026 Brandon Hall Group Excellence Award® in the Best Program for Sales Training and Performance category for its work with a national real estate company.
The award recognizes a sales enablement program designed to help Leasing Specialists develop stronger consultative selling capabilities and improve performance at critical points in the customer journey.
The program connected learning directly to measurable sales outcomes including conversion rates and move-ins per Leasing Specialist.
Building Sales Capability
Around the Customer Conversation
The real estate company faced an important shift in the role of its Leasing Specialists. These employees were no longer operating primarily in service-oriented roles. They were increasingly expected to influence revenue, improve conversion, and demonstrate more proactive sales behaviors.
At the same time, the company wanted to maintain a customer-centered approach to leasing.
The challenge wasn’t simply to teach employees more about sales. It was to help them develop a consistent, consultative approach they could use across customer conversations while improving the portions of the sales funnel they could directly influence.
The sales enablement program focused on active listening, powerful questioning, rapport building, value positioning, objection handling, recognizing buying signals, and closing.
Those skills were taught within the context of actual leasing conversations rather than as generic sales concepts.
A Sales Enablement Program Designed for Application
The program used a multi-modal learning journey combining virtual instructor-led training, self-paced learning, guided practice, participant resources, optional Practice Labs, and leader coaching.
The first phase established foundational consultative selling behaviors, including listening, questioning, rapport building, and value positioning. Self-paced learning reinforced those concepts before participants progressed to more advanced application.
The second phase concentrated on moments in the customer conversation with greater potential to affect conversion including value pitching, objection handling, buying signals, and closing techniques. Learners practiced realistic scenarios so they could develop and refine their skills before applying them with prospective residents.
Managers were intentionally included in the solution as well. Leaders learned the frameworks being taught to their teams and received additional sales coaching training so they could observe and reinforce the targeted behaviors in the flow of work.
TrainingPros’ Role in the
Award-Winning Sales Enablement Program
TrainingPros provided experienced Learning and Development consultants who partnered with the real estate company’s learning and operations teams to turn business-defined sales expectations into a structured sales enablement experience.
Rather than beginning with generic sales training content, the work began with the performance required on the job: the customer conversations, behaviors, and decision points most likely to influence business results.
The learning solution was then designed around those moments.
This approach reflects an important distinction in effective sales enablement training. Developing sales capability requires more than transferring product knowledge or teaching a sales methodology. Learning professionals need to understand the sales environment, identify the behaviors that influence performance, build realistic opportunities to practice those behaviors, and create reinforcement that helps them transfer to the job.
TrainingPros consultants can bring that specialized L&D expertise to organizations that need to build or improve sales enablement programs whether the need involves instructional design, facilitation, learning strategy, performance consulting, practice and simulation, reinforcement, or manager coaching.
Measurable Improvement in Sales Performance
The program produced measurable results within the first three months.
Average monthly move-ins per Leasing Specialist increased from 27.7 to 36.7 — a 32.5% improvement over baseline.
At the national level, application-to-approval conversion increased from 49.0% to 58.1%, while approved-to-move-in conversion increased from 73.5% to 74.7%.
These measures were intentionally selected because they represented portions of the sales funnel where stronger employee performance could make a difference.
That distinction matters. The objective wasn’t to generate more leads. It was to help Leasing Specialists create more value from the demand the organization already had through better qualification, expectation-setting, follow-through, value communication, objection handling, and closing.
Sales Enablement Built Around Business Performance
The program demonstrates what can happen when sales enablement starts with the business outcome rather than the training deliverable.
Instead of asking, “What sales training should we provide?” the team identified the outcomes that needed to change, the employee behaviors most likely to influence those outcomes, and the learning and reinforcement required to change those behaviors.
Training, practice, reinforcement, and manager coaching were then built around them.
“What makes this program especially exciting is that we can see the connection between the learning and the business result,” said Chenier Mershon, TrainingPros Relationship Manager. “The goal wasn’t simply to deliver sales training. It was to help Leasing Specialists change specific behaviors that could improve performance. When you see a 32.5% increase in move-ins per specialist, that’s a powerful example of what sales enablement can accomplish when the learning is designed around the work.”
The Brandon Hall Group Best Program for Sales Training and Performance category recognizes workplace learning programs specifically designed to address sales performance objectives through sales training.
For TrainingPros, the award demonstrates the value experienced L&D practitioners can bring to sales organizations when learning strategy, instructional design, practice, coaching, and measurement are connected to the business outcomes the sales organization needs to achieve.
About TrainingPros
TrainingPros is a woman-owned Learning and Development consulting and staffing company. Since 1997, TrainingPros has helped Fortune 1000 companies connect with highly skilled consultants in instructional design, eLearning development, facilitation, leadership development, performance consulting, sales enablement, and emerging learning technologies.
TrainingPros helps organizations find experienced L&D consultants who can support sales enablement initiatives ranging from individual learning projects to large-scale program design and development.
By combining industry expertise with a personalized approach, TrainingPros helps organizations find the right L&D consultant to start their projects with confidence.
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Effective sales enablement goes beyond teaching sales techniques. The right learning solution helps sales professionals practice the conversations and behaviors that influence performance and gives managers the tools to reinforce those behaviors on the job.
TrainingPros is a learning and development company that connects organizations with experienced instructional designers, contract facilitators, and virtual classroom producers. We’ve been named a Top 20 Staffing Company by Training Industry and a Champion of Learning by the Association for Talent Development (ATD), recognition that reflects our commitment to delivering high-quality, tailored learning solutions. To hear ongoing conversations with senior learning leaders, listen to our Learning Leader Spotlight podcast: Apple | Spotify | YouTube
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