Between 85% and 90% of sales training has absolutely NO lasting impact after 120 days. So a cool 4.25 billion dollars simply being thrown away and it happens year after year. Why?
Training can be disappointing when months down the road, results return to the same place they have always been. Sales people are blamed for being highly motivated and energized in the beginning but not being able to sustain that level of momentum. However, maybe it isn’t about salespeople at all. Maybe ( gulp) it really is about you, the manager, coach and leader.