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When it comes to sales training, less is more Many sales training courses look to cram as much as possible into a day. From a buyers perspective it looks great. All those useful skills you are going to learn......or are you? Think about how much effort it takes to develop a new habit - 21 days of practice before you create a new neural pathway. So you go on 2 days training and learn 10 different skills. It’s unlikely that you will be able to implement them all and continue them for 21 days concurrently. You will be lucky to end up with having one of these skills stick after 21 days. Compare this with half day trainings focused on learn just one skill. Through role play you practice it over and over again and then spend the next 21 days focusing on practising the skill until it becomes habit. Indeed, you could take the 2 days of training and split it into four half day trainings once every three weeks and within 3 months your sales people have integrated four vital skills. So when it comes to training, resist the urge to learn everything all in one go. Drip feed leads to better results in the long term. Less is more.

Contributed by Richard White on February 28, 2008, at 5:13 PM UTC.

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This intel was contributed by Richard White Richard White

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