Instead of believing what he was hearing from many of his reps as the reason why they couldn't or wouldn't attend any of his regularly scheduled training sessions, a manufacturer decided to turn a critical eye on what he was offering. In this article, several ways on how the manufacturer kept his program up-to-date is presented. The manufacturer asked several of the reps who refused to attend the last session to be totally honest with him. In almost one voice his reps said that what he was doing for them was outdated. When he let himself be completely objective, he had to agree with them. All he was doing was repackaging the same stuff year after year -- that's what really turned off the reps. He pulled his team together and completely revamped what he was providing them. When he lets his reps know of his new program, they were all enthusiastic.
Reinventing Your Rep Training Program: Be Sure to Keep it Engaging and Up-to-Dat Anonymous Agency Sales; Aug 2009; 39, 8; Docstoc pg. 40 Reproduced with permission of
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