Is Sales Training Worth the Investment?

A veteran sales trainer was trying to convince a room full of sales professionals to simply keep an open mind. Glancing at the class and back to the flip chart, he tapped his finger on the hand-written third circle and explained: 'This is where ' you don't know what you don't know!' After explaining the first two circles that represented information that 'you know you know,' and 'you know you don't know,' I had to reflect on this profound concept for a moment. And of course ' he was right! The danger zone is clearly the outer circle where one doesn't even recognize the need for knowledge or information.

12 minute read November 02, 2006 at 10:36 AM
By
Jim Cranston
Is Sales Training Worth the Investment?

A veteran sales trainer was trying to convince a room full of sales professionals to simply keep an open mind.

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