Creating Lasting Behavior Change

For most businesses, salespeople represent a large investment. Is that investment returning value to your business? A significant gap between what it could be producing and what it is producing represents potential that could generate double-digit improvements in sales and profitability within a year. Achieving a high return requires carefully planning and managing your investment in employees to create lasting behavior changes. APPRAISING THE SITUATION Ask yourself the following: Are you seeing the behavior changes you've asked for? Are training sessions received with enthusiasm or reserved skepticism? Are your development goals for the sales team focused on general sales knowledge or specific behaviors? Do you view training as an event with a beginning and end or as one step in a process of change? Do you

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