Why do so many training initiatives have such little impact on performance? The answer, as many change management theories are quick to point out – is that training alone won’t get people to change what they do or how they do it, no matter how good, targeted, or relevant the training might be. Lasting change is possible only through an aligned, holistic approach that addresses systems, processes, and people, and that is measured over time.
This sessions explains how to incorporate change management principles into sales management training, ensuring that it will stick long term. Using case study examples, presenters explain how to facilitate targeted change that includes training, but avoids over-reliance on it. The session focuses on tactical suggestions and tools that don’t break the bank, or the organization.