Six Ways to Train for Change on Your Sales Team

Article | Sat, 07/01/2006 - 01:00

If the executive team doesn't buy it, no one else will. The most critical factor in effecting change is executive support. Yet, executives often charge training and development directors with the task of implementing training and offer little input. When we run across this situation, we insist on presenting to that executive level before we move forward, even if we risk losing business. If the executive level isn't willing to embrace our methodology and drive the process in big ways and small, day in and day out, we're all wasting our time.