By Michelle Richardson – Vice President of Sales Performance Research
If you’ve ever rolled out a sales training program that didn’t quite stick, you’re not alone. I talk to sales leaders all the time who’ve invested time, money, and energy into training—only to find their teams slipping back into old habits a month later.
It’s not that the training was weak. It’s that changing behavior is hard. You’re balancing revenue goals, time pressure, and competition while trying to build your sellers’ skills and keep them motivated and aligned.