In this episode of Training That Works, Rustin Schroeder talks with Nitish Kulkarni about how Sweetwater builds elite sales talent at scale… and why storytelling beats slide decks when the clock is ticking. Nitish opens the curtain on Sweetwater University… a 13-week onboarding that runs ~350 classes with ~130 rotating instructors for every new sales engineer. Then he shares the simple phrase that powers their best trainings… “what’s the win condition”… and how that clarity turns learners into confident closers.

From there, they dig into what actually moves numbers: shifting from just-in-case to just-in-time training… using targeted cohorts instead of blasting 600 reps… and measuring success with real feedback loops, not pretty slide decks. Nitish explains why confidence spikes drive sales more than raw product trivia… how to cut “training scrap”… and the one mindset shift leaders need if they want training that inspires action today. If you’ve wondered how a world-class retailer turns new hires into trusted advisors fast, this conversation gives you the blueprint… and a few surprises.

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