Mike Tyson said, “Everyone’s got a plan until they get hit.” This is a very important concept for training and explains why a lot of training doesn’t stick or transfer to the job. Consider what happens to customer service training when an employee fresh out of training picks up the phone and gets an irate customer. Everything they learn tends to go out the window. They will tend to question their training and say it doesn’t work and go back to the old ways. Usually training isn’t intensive enough to really master a skill in all the critical situations. One or two role plays in a sales class isn’t enough to do more than just get a feel for how to use a new sales process. It may take 50 to 100 real calls with real customers. So I’d look at any training program and ask the question, “Is there enough real practice (getting hit in the face), to make training stick.
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