Let me ask you something before we start. If you’re training a new sales rep to handle a tough objection, and you’re also training a surgeon to perform a procedure, should you use the same method for both? Obviously not. And yet most companies reach for whatever their LMS happens to offer and apply it […]

Here’s a question that should bother every training team. Why can someone pass your course with a perfect score on Friday, then completely freeze when a real customer yells at them on Monday? The answer is simple. You taught them information. You never let them practice the decision. And information and decisions are two completely […]