Sales coach Scott Edinger wrote an article for Harvard Business Review earlier this year that perfectly echoes and amplifies what I’ve seen in my 30-plus years of coaching experience. All too often, I’ll do a training session with a company’s sales team. They’ll be engaged and interested in learning, and I have no doubt that the group has a sincere desire to improve.
The truth is, though, that outsourced, short-term training can only get a person so far. Once you leave the confines of the conference room, the challenges of the real world set in. Before long, much of that great information learned in the workshop disappears forever. [Read more…]