eBook: Front Line Managers as Change Agents

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Summary: Training is a human capital-centric, value-creation process. Unfortunately, when sales training is treated as a one-time event, participants have been shown to lose up to 87% of skill and knowledge within four weeks. This “brain drain” needs to be dramatically reduced and significantly reversed in order for companies to optimize their investment in behavior change. One of the key components in reducing and reversing the “brain drain” is a salesperson’s front line sales manager. Front line sales managers play a crucial role before, during and after training. This eBook demonstrates how a manager’s active involvement increases the likelihood of salespeople initiating, engaging, and sustaining new selling behaviors over time.