According to Deloitte, over $130 billion is spent annually on training programs. Generating top-line revenue means closing deals, so a lot of time and money is invested in sales training. Showing an ROI requires driving adoption at an individual, team and...
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When change creates the need to adjust business strategy, companies must also change their approach to sales. Such changes must be understood and applied by the entire sales team if the organization is to adapt and succeed.
Behavioral economists sometimes draw the distinction between "declared preferences" (what people say or feel) versus "revealed preferences" (what people actually do). They typically refer to this idea when explaining the discrepancies that tend