CHAPTER 6
TRAINING THE TALENT
Making Training Stick and Giving It Legs
It’s the first day of my two-day training program. Workbooks are arranged neatly on everyone’s seat, and some cool background music sets the mood. As I watch the sales teams walk into the large conference room, I see that some are already checking exits, while others take their seats quickly, laughing and joking with friends.
Several salespeople walk over, shake my hand, and introduce themselves. One alerts me that he will need to step out to coordinate a meeting and wants to know when the morning break will be. Another asks if I have an extra pen because he didn’t bring one. Two more take seats at the furthest end of the room and giggle together. One opens the workbook ...
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