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White Paper: Richardson's Sustainment Framework

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Planning to sustain sales training is a critical element of the success of any initiative. This is because change takes time and most of us are impatient. If people don’t feel like they are making progress with the new behaviors, they are much more likely to return to their pre-training behaviors. Successful sustainment plans break up behavior change into incremental steps so that people feel that they are making progress. In addition, success, even partial success, is important so that people feel the benefits of putting in the effort to master the new knowledge and skills. Finally, holding people accountable for their behavior change through verification dialogues helps people to take personal ownership of the need to continue using the new knowledge and skills rather than the “old” way of doing things. This white paper explains how sales organizations can effectively plan to sustain the learning and skill development gained from a sales training initiative.