The Importance of Follow Up

A colleague and I completed a  follow up session for a sales training program we did late last fall.  During the session we discussed all the changes that had occurred since the training.  Both my colleague and I were very impressed with the behaviour change and shift in attitudes toward prospecting.  This sales team was a delight to work with and responded well to the coaching that took place between the initial program and the follow up session.

I think it is imperative for sustainable change to provide clients with a structure to support the learning once everyone is back doing their day-to-day activities.  It is easy to slip back into old patterns unless there is structure and a way to celebrate small successes along the way.