COORDINATED/INTEGRATED LEARNING & DOING
The return on investment in generic training is at-best disappointing. Too often, sales organizations are told to discard even what is working and learn new (often unrelated) practices. Training frequently takes place "in a vacuum" at an event, and is quickly discarded when sales people return to work. Without relevant operating models and effective sales coaching, training has little impact on how things are done.

We seldom recommend making radical changes within your organization - we're suggesting that you take the best that exists in your organization, constantly make it a little bit better and systematically address issues that will drive increased output.