In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.
The authors made the following observation about how to get more out of sales training programs: “Although it could be improved, the content of the training is not where the improvement is most needed” – “The most significant improvements lie in rethinking the mind-sets that employees and leaders bring to the training, as well as the environment they come back to. These are tasks that only senior leaders can take on.” We think there are several implications – we’ve posted them on trainingindustry.com.
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