A colleague and I completed a follow up session for a sales training program we did late last fall. During the session we discussed all the changes that had occurred since the training. Both my colleague and I were very impressed with the behaviour change and shift in attitudes toward prospecting. This sales team was a delight to work with and responded well to the coaching that took place between the initial program and the follow up session.
I think it is imperative for sustainable change to provide clients with a structure to support the learning once everyone is back doing their day-to-day activities. It is easy to slip back into old patterns unless there is structure and a way to celebrate small successes along the way.
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