The value of human capital in companies worldwide is significantly more appreciated now than in the past. Having highly skilled employees is essential.
However, in reality, the majority of corporate training does not result in consistent behavior change but instead, at best, an increased clarity and increased motivation. And neither of these in and of themselves necessarily increase capability and competence at selling. Eventually, a sales person that “feels” confident but is ineffective at selling will soon lose that confidence if he or she cannot produce results.
So, what is the 800-lb gorilla sitting in corporate training and ignored, that is a way of life within successful organizations that produce significant and lasting behavioral changes? The answer: Deliberate and Focused Practice and Rehearsal!
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