Training in Business

Sales training professionals have long suffered with the frustrating reality that reps tend to forget most of the information they learn in a matter of days. What we’ve come to understand is that to claim success with any training initiative, sales reps must be able to fully encode new information into long-term memory and subsequently apply this knowledge on the job to drive the desired change.

A “hire for attitude, train for aptitude” strategy has merit and works for certain organizations. However, it requires changes (potentially significant ones) to a company’s infrastructure, process and organizational design, and, above all, an increase in a company’s training budget.