So why doesn't training by some of the world's best-known providers produce sustainable systemic change? The answer is really quite simple. A one, two, or even three-day training event will cause people to be aware of a different way to sell and, in most cases, even gets them excited about the prospect. The problem is, after the training has concluded, the participants return to the field with a thin ability to apply the new methodology in every day selling situations.
The result is, without proper ongoing reinforcement, accountability to the process, and additional training, sellers will quickly return to their old system of “winging it”.