Why Good Intentions Don’t Produce Results

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Think for a moment about your intentions when you engage with a Sales Training organization. Your goals are probably very simple – give the Sales Team the skills and knowledge to succeed. So your intentions are good.

What about your Sales Reps? Contrary to what most people assume about Sales Reps – they are resistant to formal Sales Training – the vast majority of Reps are professionals with a strong desire to succeed. They want to know what to do to be successful. So their intentions are good also.

Then why is it - with all these good intentions - Sales Training results are often disappointing?

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AXIOM Sales Force Development is an underwriting partner of the Sales Management Association, a global, cross-industry professional association for sales leaders and sales operations professionals. AXIOM ’s Bob Sanders is a founding member of the SMA's Executive Board, and a featured content expert to SMA's global community.

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