What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

FOLLOW-UP

When measuring the success of efforts toward personal behavioral change in leaders or salespeople, very few organizations measure anything other than reactions to the process, in other words, whether the participants liked what they went through. Something like 80 percent measure only this reaction to the process, and over a 40-year span only 7 percent actually assessed the impact of building positive, measurable behavioral change against the bottom-line metrics of revenue and profit. We have done so with our clients, and with conviction (and data) we can say: “With follow-up you get better.”

We happen to believe that training does in fact equip today’s workforce to compete more effectively, yet our position has always been that a training ...