“We don’t spend money on outside sales training because it never seems to do much good. In the past we’ve had training companies come in and work with our team but as soon as they leave it seems like our people are just back to doing what they were doing before. Training is just a waste of our time and money.”
Many company leaders have the above attitude because their experience has been that the training they paid good money for didn’t change their sales team’s behavior—at least not for long.
After having that experience a couple of times it would seem rational to eliminate the outside training expense because obviously training companies can’t make the fundamental changes to people that they claim they can.
The company leader assumes that the root of the issue lies with the training company and its inability to have a long term impact on…
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