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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Why Is Sales Training Measured On Knowledge Retention Not Outcomes?
Description: Ben Eddy is co-founder and CEO of Mobile Practice. As head of sales enablement for a large technology manufacturer he realised that most of the money and effort on training was wasted. 70% of learning happens in the field AFTER training is over.
74% of managers believe they are coaching their salespeople whilst only 17% of their salespeople believe they are being coached.
The most effective learning occurs when a salesperson becomes aware of the impact their behaviour is going to have on their prospect, recognises how they need to modify their approach and then practices the new...