Readiness Checklist
Distributor Training Program
Readiness Checklist
6 questions to answer before you build
Most distributor training programs fail not because of bad content — but because the system was never designed. Use this checklist to audit readiness before you build.
01
Defined business outcomes?
Training without a target metric is guesswork. Name what improves: ramp-up speed, fewer support escalations, or higher strategic line attach rates.
I can name 2–3 specific outcomes this training should move.
02
Mapped the specific roles?
Sales reps and technical staff need different depths. Forcing one generic path on every role kills completion. Know who you are training first.
I have identified at least 2 distinct roles with different needs.
03
Staged onboarding?
Progressive competence beats completeness. Stage 1: Essentials. Stage 2: Positioning. Stage 3: Operations. The first module should take < 30 mins.
My onboarding has clear stages with defined scope.
04
Reinforcement cycle?
Without knowledge checks and a recertification cadence, knowledge decays fast. Plan for the Ebbinghaus curve or train the same things forever.
I have a plan for refreshers and certification renewal.
05
Content governance?
Who updates messaging after a price change? Who retires outdated modules? Without named ownership, training becomes a graveyard in 12 months.
Content ownership and update cycles are assigned.
06
Behavioural metrics?
Completion rates only prove they clicked. Measure demo quality, time-to-first-sale, or reduction in mis-selling incidents.
I have at least one non-completion metric planned.
Bonus · One More Thing
The question most manufacturers never ask:
Who inside your organisation owns distributor training long-term? Without a named owner, every training system eventually becomes an archive. Assign accountability before you build, not after it falls apart.
