Chapter 12
Poor Training: A Leading Cause of Trouble
The scene was a business lunch. Michael sighed heavily as he spelled out his frustrations. “I’ve been with this company for a year and I still don’t know what I’m supposed to know. And from what it looks like, nobody is going to take the time to teach me.”
Michael’s natural sales ability helped him land a job in outside sales, but the industry and the products were new to him. He was scratching out a living, but he wasn’t making the same money he’d earned elsewhere.
The reason for Michael’s frustration became apparent when he described his training: two weeks of “shadowing” people in various positions within the company. No formal training. No learning objectives. Not even an outline of how ...

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