Efficiency vs Efficacy in Sales Training

Among the many casualties of the financial crisis of 2008, the economy suffered a loss of jobs. “Do more with less” became the unfortunate mandate from senior management. And you know what? We did. Across the next few years, we experienced what many call the “jobless recovery,” where most of the jobs lost were never…

The Last Mile

Why Bad Training Can Break a Good Organization Centuries of sales training and billions of dollars of research have failed to answer one crucial question in sales: why do our attempts at getting our team to consistently engage prospects and customers with a great message ultimately fail? Marketing creates a great message and shares it…