Training and Testing, Training Solutions: As Seen in Selling Power Magazine

How the training industry is adapting to face the 21st century’s selling challenges

- By Malcolm Fleschner

Historically, one rap that has consistently dogged the sales-training industry is that the training doesn’t stick. After blowing into town for a few days to fill the salespeople’s heads with a passel of new tricks for closing more sales, the trainer collects a check and blows back out again, leaving the salespeople with little more than some short-lived enthusiasm and a three-ring binder to help implement all the great new ideas. Within a few weeks the sales team is back to selling the same old way, the training is all but forgotten, and managers are left scratching their heads and wondering when all the new business is going to materialize.

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