The Common Myth of "More Training"
Time and again we have seen the limitation of stand alone, quick-fix, classroom training.
The objective of all sales training is improvement of sales results. Improved sales results are the product of improved sales behaviors. You only change sales behaviors when you change the support structures and extrinsic motivators that surround and support day-to-day sales activities.
Over the last 20 years, we have developed, refined, and tested a "systems approach" that significantly improves sales performance in business-to-business selling.