O'Reilly logo

Courageous Training by Robert Brinkerhoff, Tim Mooney

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

4Pillar #2: Build Whole-Organization Responsibility for Training Impact

53

A TALE OF TWO TRAINEES

LYNN AND SAL ARE BOTH NEW FINANCIAL ADVISORS working in two different regional offices. They have almost identical backgrounds: college degrees in economics, above average IQ, similar internship history, similar social upbringing, and similar financial planning education. They are smart, eager, and qualified. They also have the same problem: they are both really struggling to get appointments with prospects for their company’s services. The way their business works, new advisors spend a lot of their time making cold calls to lists of qualified leads from their office’s marketing manager and trying to get these prospects to come in for a get-acquainted ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required