My company has been in the business of coaching and training professionals on business development for almost 15 years. On the surface, what we do makes sense. If you aren’t getting the results you want, hire an expert to show you how to improve your skill set.
But many service professionals are sales-averse skeptics who challenge our value proposition. What if a firm engages us for a training program only to learn that their trainees did not implement our advice, or even worse, that their trainees implemented the training and a year later business was still flat?
So, if you plan to train the people at your firm to become better business-getters, make sure you establish meaningful performance metrics and link the training to measurable financial outcomes. Our recent white paper on this topic shows you how to do this. It also includes the specific statistics we gathered from the market-wide survey. Click here to read the full report.