{"id":10177,"date":"2021-11-05T13:19:12","date_gmt":"2021-11-05T13:19:12","guid":{"rendered":"https:\/\/www.klozers.com\/?p=10177"},"modified":"2026-08-18T19:45:28","modified_gmt":"2026-08-18T18:45:28","slug":"why-sales-training-fails","status":"publish","type":"post","link":"https:\/\/www.klozers.com\/nl\/why-sales-training-fails\/","title":{"rendered":"Why Sales Training Fails"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10177\" class=\"elementor elementor-10177\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2d5d6c7 e-con-full e-flex e-con e-parent\" data-id=\"2d5d6c7\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-0504fdb e-flex e-con-boxed e-con e-child\" data-id=\"0504fdb\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-98335b5 e-con-full e-flex e-con e-child\" data-id=\"98335b5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-740eb49 elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"740eb49\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M12 3l7 2.5V11c0 4-3 6.8-7 8.5C8 17.8 5 15 5 11V5.5Z\"><\/path><path d=\"M9 11.5l2 2 4-4\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2bbb46f elementor-widget elementor-widget-heading\" data-id=\"2bbb46f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Sales training<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-01a8498 elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"01a8498\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Why Sales Training Fails<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5673226 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"5673226\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Not because the content is wrong. Because of what happens in the room, what happens in the ninety days after it, and the fact that nothing ever expires.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-995f421 e-con-full e-flex e-con e-child\" data-id=\"995f421\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-74865af elementor-widget elementor-widget-text-editor\" data-id=\"74865af\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>By\u00a0<strong>Iain Swanston<\/strong>, Founder, Klozers<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e3650db elementor-widget elementor-widget-post-info\" data-id=\"e3650db\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-d0f8143 elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-custom\">\n\t\t\t\t\t\t\t\t\t\tUpdated 18 augustus 2026\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c7b21b0 elementor-widget elementor-widget-shortcode\" data-id=\"c7b21b0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><span class=\"span-reading-time rt-reading-time\"><span class=\"rt-label rt-prefix\"><\/span> <span class=\"rt-time\"> 7<\/span> <span class=\"rt-label rt-postfix\">minute read<\/span><\/span><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7ce1825 e-con-full e-flex e-con e-parent\" data-id=\"7ce1825\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-43a2cbe e-con-full e-flex e-con e-child\" data-id=\"43a2cbe\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-9cdc763 e-con-full e-flex e-con e-child\" data-id=\"9cdc763\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4ffb1de elementor-widget elementor-widget-image\" data-id=\"4ffb1de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"937\" height=\"492\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-ninety-days-1024x538.webp\" class=\"attachment-large size-large wp-image-55569\" alt=\"Diagram: memory of training decays steeply in the first days and continues falling. Three interventions hold it: a plan the participant writes in the room, manager checkpoints at 30, 60 and 90 days, and a certification that expires at day 90 unless evidenced.\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-ninety-days-1024x538.webp 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-ninety-days-300x158.webp 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-ninety-days-768x403.webp 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-ninety-days.webp 1200w\" sizes=\"auto, (max-width: 937px) 100vw, 937px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Diagram: without reinforcement, what a team does after training declines within weeks. Three interventions hold it: a plan the seller writes in the room, manager checkpoints at 30, 60 and 90 days, and a certification that expires unless it is evidenced.<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-bc37646 e-con-full in-short e-flex e-con e-parent\" data-id=\"bc37646\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-3f5ac9a e-con-full e-flex e-con e-child\" data-id=\"3f5ac9a\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-ce52547 e-con-full e-flex e-con e-child\" data-id=\"ce52547\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9fc9432 elementor-widget elementor-widget-heading\" data-id=\"9fc9432\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">In short<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-93321d2 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"93321d2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Sales training fails for three reasons, and none of them is the content. The day is built to be watched rather than worked, so nothing is produced. Nothing reinforces it afterwards, so it is forgotten within weeks. And nothing ever expires, so nobody has to maintain it. Fix all three and training holds. Fix one and it does not.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-99114df e-flex e-con-boxed e-con e-parent\" data-id=\"99114df\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-aeaccb4 elementor-toc--minimized-on-tablet elementor-widget elementor-widget-table-of-contents\" data-id=\"aeaccb4\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;],&quot;exclude_headings_by_selector&quot;:&quot;.exclude-from-toc&quot;,&quot;no_headings_message&quot;:&quot;No headings were found on this page.&quot;,&quot;marker_view&quot;:&quot;numbers&quot;,&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<div class=\"elementor-toc__header-title\">\n\t\t\t\tTable of Contents\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__aeaccb4\" aria-expanded=\"true\" aria-label=\"Open inhoudsopgave\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-down\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__aeaccb4\" aria-expanded=\"true\" aria-label=\"Sluit inhoudsopgave\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-up\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M240.971 130.524l194.343 194.343c9.373 9.373 9.373 24.569 0 33.941l-22.667 22.667c-9.357 9.357-24.522 9.375-33.901.04L224 227.495 69.255 381.516c-9.379 9.335-24.544 9.317-33.901-.04l-22.667-22.667c-9.373-9.373-9.373-24.569 0-33.941L207.03 130.525c9.372-9.373 24.568-9.373 33.941-.001z\"><\/path><\/svg><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__aeaccb4\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<svg class=\"elementor-toc__spinner eicon-animation-spin e-font-icon-svg e-eicon-loading\" aria-hidden=\"true\" viewBox=\"0 0 1000 1000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M500 975V858C696 858 858 696 858 500S696 142 500 142 142 304 142 500H25C25 237 238 25 500 25S975 237 975 500 763 975 500 975Z\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-fd033ca e-con-full exclude-from-toc e-flex e-con e-parent\" data-id=\"fd033ca\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-4d8e917 e-con-full e-flex e-con e-child\" data-id=\"4d8e917\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-b582ec0 e-con-full e-flex e-con e-child\" data-id=\"b582ec0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-22f0956 e-con-full e-flex e-con e-child\" data-id=\"22f0956\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7356e53 elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"7356e53\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><rect x=\"5\" y=\"4\" width=\"14\" height=\"17\" rx=\"2\"><\/rect><path d=\"M9 4h6v2H9z\"><\/path><path d=\"M8 11h8\"><\/path><path d=\"M8 15h8\"><\/path><path d=\"M8 18.5h5\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-898e09a elementor-widget elementor-widget-heading\" data-id=\"898e09a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Key takeaways<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-72bd2a3 elementor-widget elementor-widget-text-editor\" data-id=\"72bd2a3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ol class=\"kz-takeaways\"><li>Forgetting is not a motivation problem. It is how memory works, and it has been measured since 1885.<\/li><li>A day spent watching slides leaves nothing behind. A day spent building a plan leaves a plan.<\/li><li>People defend what they wrote themselves. Ownership comes from authorship, not from agreement.<\/li><li>Reinforcement is a manager&#8217;s job, and managers need their own plan to do it.<\/li><li>A certificate that never expires only records attendance. If nothing lapses, nothing has to be maintained.<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-d578abb e-con-full e-flex e-con e-parent\" data-id=\"d578abb\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-3cccbc4 e-con-full e-flex e-con e-child\" data-id=\"3cccbc4\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-9107e9c e-con-full e-flex e-con e-child\" data-id=\"9107e9c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f5a3633 elementor-widget elementor-widget-heading\" data-id=\"f5a3633\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"why-does-sales-training-fail\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Why does sales training fail?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c1c84b elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"7c1c84b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Ask most sales leaders and you get an answer about the provider. The trainer was too generic, the content was theory, the team did not engage.<\/p><p>Sometimes that is true. Usually it is not, and you can tell because the same result occurs with a different provider two years later. When the result is the same across different suppliers, the supplier is not the cause.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-02d7f07 elementor-widget elementor-widget-heading\" data-id=\"02d7f07\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Training does not fail on the day. It fails in the ninety days after it.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ffb0ec0 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"ffb0ec0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>What fails is the design around the day. Three things go wrong, in sequence, and each one makes the next inevitable.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2e29551 elementor-widget elementor-widget-heading\" data-id=\"2e29551\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"what-the-research-says-about-forgetting\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What does the research actually say about forgetting?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-92a694b elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"92a694b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>You will see a figure quoted everywhere that 84% of sales training is forgotten within 90 days. That number comes from vendor research rather than an independent study, and it is repeated far more often than it is checked.<\/p><p>The underlying science is much older and much better established. Hermann Ebbinghaus measured memory decay in 1885, and later research has confirmed the pattern he found. A\u00a0<a href=\"https:\/\/journals.plos.org\/plosone\/article?id=10.1371%2Fjournal.pone.0120644\" target=\"_blank\" rel=\"nofollow noopener\">2015 replication published in PLOS ONE by Murre and Dros at the University of Amsterdam<\/a>\u00a0reproduced his curve: recall fell to 33.7% after one day, 27.8% after two days, and 21.1% after 31 days.<\/p><p>Roughly a fifth left after a month, without reinforcement. That is not a comment on your team. It is a property of human memory, and any training design that ignores it is designed to fail.<\/p><p>Which means the question is not how to teach better. It is what happens on days two through ninety.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e49f4af elementor-widget elementor-widget-heading\" data-id=\"e49f4af\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"the-day-is-built-to-be-watched\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The first failure: the day is built to be watched, not worked<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f917613 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"f917613\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Most sales training is a presentation. A trainer works through a deck, the room listens, there is a role play after lunch, and everyone leaves with a folder of materials.<\/p><p>Nothing has been produced. The participants have received something rather than made something, and something you are given is easier to set aside than something you made.<\/p><p>The alternative is not a better presentation. It is not using one at all.<\/p><p>At Klozers there are no slides. The learning is in a detailed workbook, so the time in the room can be spent working, and the day is built around a\u00a0<strong>90 Day Action Plan that each participant completes during the day<\/strong>. After each topic, they write what they are going to do about it on their own live accounts. At the end of the day they do not have notes on what a trainer said. They have a plan they wrote themselves, about deals they own.<\/p><p>That distinction matters more than anything else in the day, and it is not really about training at all. It is about authorship. People argue with a plan they were given and defend a plan they wrote. When people are busy and something has to be dropped, the plan that survives is the one with their own name on it.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f02ce9b elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"f02ce9b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<table class=\"cmp\">\n      <thead><tr><th>How most training days run<\/th><th>How a Klozers day runs<\/th><\/tr><\/thead>\n      <tbody>\n        <tr><td data-label=\"How most training days run\">A deck presented to the room<\/td><td data-label=\"How a Klozers day runs\">No slides. A workbook carries the learning<\/td><\/tr>\n        <tr><td data-label=\"How most training days run\">A generic case study<\/td><td data-label=\"How a Klozers day runs\">The team&#8217;s own live opportunities<\/td><\/tr>\n        <tr><td data-label=\"How most training days run\">Participants receive material<\/td><td data-label=\"How a Klozers day runs\">Participants produce a plan<\/td><\/tr>\n        <tr><td data-label=\"How most training days run\">Actions written by the trainer<\/td><td data-label=\"How a Klozers day runs\">Actions written by the seller<\/td><\/tr>\n        <tr><td data-label=\"How most training days run\">Ends when the room empties<\/td><td data-label=\"How a Klozers day runs\">Ends with something the manager can inspect<\/td><\/tr>\n      <\/tbody>\n    <\/table>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e2ced14 e-con-full e-flex e-con e-parent\" data-id=\"e2ced14\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-35d5e9e elementor-widget elementor-widget-template\" data-id=\"35d5e9e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"section\" data--id=\"0\" data-obj-id=\"0\" data-elementor-id=\"54889\" class=\"elementor elementor-54889 e--0\" data-elementor-post-type=\"elementor_library\">\n\t\t\t<div class=\"elementor-element elementor-element-cd14ad3 e-con-full e-flex e-con e-parent\" data-id=\"cd14ad3\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-d6289ec e-flex e-con-boxed e-con e-child\" data-id=\"d6289ec\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6e99116 elementor-widget elementor-widget-heading\" data-id=\"6e99116\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">One and two day sales workshops<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9334247 elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"9334247\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Bespoke, measured, and built to last.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6a51a4a elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"6a51a4a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Every workshop is built from a blank page around your team&#8217;s own live deals. No slides. Every topic carries a KPI you agree up front, then track and prove afterwards.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-0bb2687 e-flex e-con-boxed e-con e-child\" data-id=\"0bb2687\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-e7372d7 e-flex e-con-boxed e-con e-child\" data-id=\"e7372d7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a1f45c0 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"a1f45c0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M4 20V4\"><\/path><path d=\"M4 20h16\"><\/path><path d=\"M7 16l3-3 3 2 5-6\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7752a69 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"7752a69\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Pre and post assessment, so you see the change<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-68b8d52 e-con-full e-flex e-con e-child\" data-id=\"68b8d52\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a54884a elementor-view-framed elementor-shape-rounded elementor-widget elementor-widget-icon\" data-id=\"a54884a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M4 21h16\"><\/path><path d=\"M6 21V9l6-4 6 4v12\"><\/path><path d=\"M10 21v-4h4v4\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ece45cc elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"ece45cc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Worked on your real deals, in the room<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-cd77280 e-con-full e-flex e-con e-child\" data-id=\"cd77280\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9ffc697 elementor-view-framed elementor-shape-rounded elementor-widget elementor-widget-icon\" data-id=\"9ffc697\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M20 12a8 8 0 1 1-2.4-5.7\"><\/path><path d=\"M20 4v4h-4\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d22f2cf elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"d22f2cf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Manager Embed Plan and calls at 30, 60 and 90 days<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-8764915 e-con-full e-flex e-con e-child\" data-id=\"8764915\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-b4c85ca elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"b4c85ca\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><circle cx=\"12\" cy=\"8\" r=\"3.4\"><\/circle><path d=\"M5.5 21a6.5 6.5 0 0 1 13 0\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9ad5263 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"9ad5263\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Delivered in person by a practitioner, not a presenter<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0f543a5 elementor-widget elementor-widget-button\" data-id=\"0f543a5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"\/book-a-call\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Book a free consultation<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2b8f71e elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"2b8f71e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Trusted by teams at Microsoft, Panasonic, TikTok, Bizerba, Marangoni and Lathams.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1f07589 e-con-full e-flex e-con e-parent\" data-id=\"1f07589\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-6b7b0e2 e-con-full e-flex e-con e-child\" data-id=\"6b7b0e2\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-7c82b1e e-con-full e-flex e-con e-child\" data-id=\"7c82b1e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2637e52 elementor-widget elementor-widget-heading\" data-id=\"2637e52\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"nothing-embeds-it-afterwards\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The second failure: nothing embeds it afterwards<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c79219a elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"c79219a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A plan written on the day is still only a plan. What decides whether it survives is whether anybody asks about it.<\/p><p>In most organisations nobody does. The manager was not in the room, does not know what was agreed, and has a forecast to worry about. Three weeks later the plan is filed away and the training is remembered as a pleasant day.<\/p><p>So the manager needs their own plan. Klozers issues a\u00a0<strong>Manager Embed Plan<\/strong>\u00a0alongside the training, setting out exactly how to reinforce what was agreed, with follow-up calls at 30, 60 and 90 days.<\/p><p>The mechanism that matters is small and specific.\u00a0<strong>The manager holds the salesperson to the plan the salesperson wrote.<\/strong>\u00a0Not to a course, not to the trainer&#8217;s framework, not to the manager&#8217;s own preference. To their own words, in their own handwriting, about their own accounts.<\/p><p>That changes the conversation entirely. There is nothing to disagree about. Nobody argues that the standard is unfair, because they set it. The only question left is whether it happened, which is a far easier conversation and a far more useful one.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-429fe6a elementor-widget elementor-widget-heading\" data-id=\"429fe6a\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"nothing-expires\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The third failure: nothing expires<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-06c64a8 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"06c64a8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Almost every sales training certificate is issued on the last day of the course. It records that a person attended. It never expires, so it never has to be maintained, and it tells you nothing about how that person will run a deal in March.<\/p><p>Klozers issues two, and the first one is designed to lapse.<\/p><p><strong>Candidate<\/strong>\u00a0is awarded on day two. It confirms the participant completed the programme and built their plan to full depth. It expires at day 90. If nothing changes in those ninety days it simply lapses, and there is nothing to show for the investment.<\/p><p><strong>Certified<\/strong>\u00a0is awarded at day 90, on evidence. Ten execution requirements, evidenced on live accounts as the work happened, assessed at 30, 60 and 90 days and signed off by the participant&#8217;s own manager. It is valid twelve months and renewed on evidence, not by attending something else.<\/p><p>Two things about that are unusual enough to be worth stating plainly.<\/p><p><strong>Your manager assesses. We issue.<\/strong>\u00a0Klozers designs the standard and awards the certification, but never marks a requirement as evidenced. The person with the visibility is the person who signs, which means we cannot mark our own work.<\/p><p><strong>It expires on purpose.<\/strong>\u00a0Behaviour deteriorates under pressure. That is the entire reason the programme exists, so a certification that never expired would contradict its own argument.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-d3f1639 e-con-full e-flex e-con e-child\" data-id=\"d3f1639\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-2ad98ec e-con-full e-flex e-con e-child\" data-id=\"2ad98ec\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1da1b6a elementor-widget elementor-widget-image\" data-id=\"1da1b6a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1200\" height=\"500\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-certificate-expires-1.webp\" class=\"attachment-full size-full wp-image-55609\" alt=\"Diagram: two certifications. Candidate is awarded on day two and expires on day 90. Certified is awarded on day 90 on ten requirements evidenced on live accounts and signed by the participant's own manager, and is valid twelve months.\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-certificate-expires-1.webp 1200w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-certificate-expires-1-300x125.webp 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-certificate-expires-1-1024x427.webp 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/why-sales-training-fails-certificate-expires-1-768x320.webp 768w\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Diagram: Candidate is awarded on day two and lapses at day 90. Certified is awarded only on evidence, assessed by the participant's own manager, and is valid twelve months.<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-604aca9 elementor-blockquote--skin-border elementor-widget elementor-widget-blockquote\" data-id=\"604aca9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"blockquote.default\">\n\t\t\t\t\t\t\t<blockquote class=\"elementor-blockquote\">\n\t\t\t<p class=\"elementor-blockquote__content\">\n\t\t\t\t\"Not a theoretical course. I left with a clear plan for my own accounts.\"\t\t\t<\/p>\n\t\t\t\t\t\t\t<div class=\"e-q-footer\">\n\t\t\t\t\t\t\t\t\t\t\t<cite class=\"elementor-blockquote__author\">Workshop delegate<\/cite>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/blockquote>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-93e8fbc elementor-widget elementor-widget-heading\" data-id=\"93e8fbc\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"when-training-is-not-the-answer\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">When is training not the answer at all?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-04f19e5 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"04f19e5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Sometimes the honest answer is that no training design will fix it.<\/p><p>If every seller interprets &#8220;qualified&#8221; differently, if every manager coaches to personal preference, if the forecast is a collection of opinions, then you do not have a skills gap. You have no agreed definition of how a deal should be run, and training a team to be better at an undefined job will not help.<\/p><p>That is a governance problem, and the fix is a written standard your managers can inspect against. We cover\u00a0<a href=\"https:\/\/www.klozers.com\/gold-selling-standards\/\">how operating standards replace training cycles<\/a>\u00a0separately, because it is a different decision with a different owner: it needs your CRO or VP of Sales, not your L&amp;D team.<\/p><p>The order matters. Diagnose first, then embed, then govern. Imposing a standard on a team that has never been shown what good looks like produces box-ticking rather than change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-94a2b0e elementor-widget elementor-widget-heading\" data-id=\"94a2b0e\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"how-to-tell-whether-a-provider-has-solved-this\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How do you tell whether a provider has solved this?\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3f8d740 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"3f8d740\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Four questions, and you can ask them on a first call.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6f7ee45 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"6f7ee45\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ol><li><strong>What will my team physically hold at the end of the day?<\/strong>\u00a0If the answer is a workbook and a set of slides, nothing was produced.<\/li><li><strong>Who wrote the actions?<\/strong>\u00a0If the trainer wrote them, ownership never transferred.<\/li><li><strong>What does my manager get?<\/strong>\u00a0If the answer is a summary email, reinforcement is not part of the design.<\/li><li><strong>What happens at day 90 if nothing changed?<\/strong>\u00a0If the answer is nothing, then there is no consequence, and no consequence means no change.<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-03789bd elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"03789bd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<section class=\"band band-white\"><div class=\"read prose\"><p>The last question is the one that shows the difference between providers. A design where nothing lapses is a design where nobody has to do anything.<\/p><p>If you want to see what a diagnostic looks like before any of this, read\u00a0<a href=\"https:\/\/www.klozers.com\/sales-simulation\/\">how sales simulation solves the retention problem<\/a>, or\u00a0<a href=\"https:\/\/www.klozers.com\/sales-training-courses\/\">browse all sales training courses<\/a> to see how each part connects.<\/p><\/div><\/section>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4a20a35 e-con-full exclude-from-toc e-flex e-con e-parent\" data-id=\"4a20a35\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-f21e174 e-con-full e-flex e-con e-child\" data-id=\"f21e174\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-f23f917 e-con-full e-flex e-con e-child\" data-id=\"f23f917\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-42f895b elementor-widget elementor-widget-heading\" data-id=\"42f895b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Do this on Monday<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8ac2517 elementor-widget elementor-widget-heading\" data-id=\"8ac2517\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Audit your last training day in ten minutes.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-20e2f6d elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"20e2f6d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>You do not need a provider to find out whether your last investment held. You need four questions and the person who attended.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4eb0490 elementor-widget elementor-widget-text-editor\" data-id=\"4eb0490\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ol class=\"kz-monday\"><li>Ask someone who went on the last training day to show you what they left with. Not describe it. Show you.<\/li><li>Ask what they committed to doing differently, and whether it is written down anywhere.<\/li><li>Ask their manager when they last discussed it. If the answer is the week after, the reinforcement stopped there.<\/li><li>Ask what would have happened if nothing had changed. If the answer is nothing, you now know why it did not.<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-32606b2 exclude-from-toc e-flex e-con-boxed e-con e-parent\" data-id=\"32606b2\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d63a17e elementor-widget elementor-widget-heading\" data-id=\"d63a17e\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"sales-training-questions\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Common questions about why sales training fails<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4eb41a0 elementor-widget elementor-widget-n-accordion\" data-id=\"4eb41a0\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;default_state&quot;:&quot;expanded&quot;,&quot;max_items_expended&quot;:&quot;one&quot;,&quot;n_accordion_animation_duration&quot;:{&quot;unit&quot;:&quot;ms&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]}}\" data-widget_type=\"nested-accordion.default\">\n\t\t\t\t\t\t\t<div class=\"e-n-accordion\" aria-label=\"Accordion. Open links with Enter or Space, close with Escape, and navigate with Arrow Keys\">\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-8250\" class=\"e-n-accordion-item\" open>\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"1\" tabindex=\"0\" aria-expanded=\"true\" aria-controls=\"e-n-accordion-item-8250\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> Is sales training worth it at all? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-8250\" class=\"elementor-element elementor-element-646c77b e-con-full e-flex e-con e-child\" data-id=\"646c77b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-17b0144 elementor-widget elementor-widget-text-editor\" data-id=\"17b0144\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Yes, when it is designed to hold up once people are busy again. Training improves capability, and capability is necessary. What it does not do on its own is control execution, which is why the design around the day matters more than the day itself.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-8251\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"2\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-8251\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> How long does sales training last before it is forgotten? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-8251\" class=\"elementor-element elementor-element-84acd7e e-con-full e-flex e-con e-child\" data-id=\"84acd7e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4ae9335 elementor-widget elementor-widget-text-editor\" data-id=\"4ae9335\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Without reinforcement, most of it is gone within a month. The 2015 PLOS ONE replication of Ebbinghaus put recall at around a fifth after 31 days. That is the default, not a worst case.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-8252\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"3\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-8252\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> Whose job is reinforcement? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-8252\" class=\"elementor-element elementor-element-cd8a2a0 e-con-full e-flex e-con e-child\" data-id=\"cd8a2a0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6dc7f22 elementor-widget elementor-widget-text-editor\" data-id=\"6dc7f22\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The line manager&#8217;s. They are the only person with enough contact to notice a change in behaviour within weeks rather than at the end of a quarter. But they need their own plan and their own checkpoints, or reinforcement becomes something they intend to do.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-8253\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"4\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-8253\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> Why should a sales certification expire? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-8253\" class=\"elementor-element elementor-element-9fd9cb1 e-con-full e-flex e-con e-child\" data-id=\"9fd9cb1\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5eaff67 elementor-widget elementor-widget-text-editor\" data-id=\"5eaff67\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Because behaviour deteriorates under pressure, which is the reason the training happened. A certification that never expires records attendance. One that lapses at 90 days unless it is evidenced records behaviour, and has to be maintained to stay true.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-8254\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"5\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-8254\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> We have tried training twice and it did not stick. What do we do differently? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-8254\" class=\"elementor-element elementor-element-394eaf5 e-con-full e-flex e-con e-child\" data-id=\"394eaf5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1cab342 elementor-widget elementor-widget-text-editor\" data-id=\"1cab342\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Start by finding out what is actually breaking rather than buying more content. A simulation or a structured deal review will tell you whether the gap is skill, process or standards, and those have very different answers.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<script type=\"application\/ld+json\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@type\":\"FAQPage\",\"mainEntity\":[{\"@type\":\"Question\",\"name\":\"Is sales training worth it at all?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Yes, when it is designed to hold up once people are busy again. Training improves capability, and capability is necessary. What it does not do on its own is control execution, which is why the design around the day matters more than the day itself.\"}},{\"@type\":\"Question\",\"name\":\"How long does sales training last before it is forgotten?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Without reinforcement, most of it is gone within a month. The 2015 PLOS ONE replication of Ebbinghaus put recall at around a fifth after 31 days. That is the default, not a worst case.\"}},{\"@type\":\"Question\",\"name\":\"Whose job is reinforcement?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"The line manager&#8217;s. They are the only person with enough contact to notice a change in behaviour within weeks rather than at the end of a quarter. But they need their own plan and their own checkpoints, or reinforcement becomes something they intend to do.\"}},{\"@type\":\"Question\",\"name\":\"Why should a sales certification expire?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Because behaviour deteriorates under pressure, which is the reason the training happened. A certification that never expires records attendance. One that lapses at 90 days unless it is evidenced records behaviour, and has to be maintained to stay true.\"}},{\"@type\":\"Question\",\"name\":\"We have tried training twice and it did not stick. What do we do differently?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Start by finding out what is actually breaking rather than buying more content. A simulation or a structured deal review will tell you whether the gap is skill, process or standards, and those have very different answers.\"}}]}<\/script>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e644b4f exclude-from-toc e-flex e-con-boxed e-con e-parent\" data-id=\"e644b4f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-131e358 elementor-widget elementor-widget-heading\" data-id=\"131e358\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Related reading<\/h2>\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-a87846c e-con-full e-flex e-con e-child\" data-id=\"a87846c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<a class=\"elementor-element elementor-element-5801f8b e-transform e-flex e-con-boxed e-con e-child\" data-id=\"5801f8b\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;_transform_translateY_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:-2,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" href=\"\/sales-simulation\/\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0dcf54c elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"0dcf54c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><circle cx=\"12\" cy=\"12\" r=\"8\"><\/circle><circle cx=\"12\" cy=\"12\" r=\"4\"><\/circle><circle cx=\"12\" cy=\"12\" r=\"0.7\"><\/circle><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-54164ef elementor-widget elementor-widget-heading\" data-id=\"54164ef\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Commercial<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ecc4dd3 elementor-widget elementor-widget-heading\" data-id=\"ecc4dd3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">How sales simulation solves the retention problem<\/div>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<a class=\"elementor-element elementor-element-13b704e e-con-full e-transform e-flex e-con e-child\" data-id=\"13b704e\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;_transform_translateY_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:-2,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" href=\"\/gold-selling-standards\/\">\n\t\t\t\t<div class=\"elementor-element elementor-element-addaaf4 elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"addaaf4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M12 3l7 2.5V11c0 4-3 6.8-7 8.5C8 17.8 5 15 5 11V5.5Z\"><\/path><path d=\"M9 11.5l2 2 4-4\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0777cb3 elementor-widget elementor-widget-heading\" data-id=\"0777cb3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Bridge<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ba6360e elementor-widget elementor-widget-heading\" data-id=\"ba6360e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">How operating standards replace training cycles<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<a class=\"elementor-element elementor-element-133fbf1 e-con-full e-transform e-transform e-flex e-con e-child\" data-id=\"133fbf1\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;_transform_translateY_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:-2,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" href=\"\/sales-training-courses\/\">\n\t\t\t\t<div class=\"elementor-element elementor-element-ca57dc2 elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"ca57dc2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M4 20h16\"><\/path><path d=\"M6 16.5l8.5-8.5 3 3L9 19.5H6z\"><\/path><path d=\"M12.5 9.5l3 3\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-212ee85 elementor-widget elementor-widget-heading\" data-id=\"212ee85\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Supporting<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0018b7f elementor-widget elementor-widget-heading\" data-id=\"0018b7f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Browse all sales training courses<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-26c7f80 e-con-full exclude-from-toc e-flex e-con e-parent\" data-id=\"26c7f80\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2fec6fe elementor-widget__width-inherit elementor-widget elementor-widget-template\" data-id=\"2fec6fe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"section\" data--id=\"0\" data-obj-id=\"0\" data-elementor-id=\"54696\" class=\"elementor elementor-54696 e--0\" data-elementor-post-type=\"elementor_library\">\n\t\t\t<div class=\"elementor-element elementor-element-5aa85c8 e-con-full e-flex e-con e-parent\" data-id=\"5aa85c8\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-2d43266 e-con-full e-flex e-con e-child\" data-id=\"2d43266\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a3525eb elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"a3525eb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><circle cx=\"12\" cy=\"8\" r=\"3.4\"><\/circle><path d=\"M5.5 21a6.5 6.5 0 0 1 13 0\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5c2483a e-con-full e-flex e-con e-child\" data-id=\"5c2483a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9431d71 elementor-widget elementor-widget-heading\" data-id=\"9431d71\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Iain Swanston<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4ea284c elementor-widget elementor-widget-heading\" data-id=\"4ea284c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Founder, Klozers \u00b7 London, Dortmund, Austin, Melbourne<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-93f7c85 elementor-widget elementor-widget-text-editor\" data-id=\"93f7c85\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Iain has spent over 30 years in B2B sales, selling, training and leading teams both domestically and internationally. He serves as an Associate at Strathclyde University Business School, where he has delivered the sales content for the Masters in Entrepreneurship since 2015. Klozers builds sales programmes from what a client&#8217;s own top performers already do, and delivers them on the client&#8217;s live deals.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0668815 elementor-widget elementor-widget-template\" data-id=\"0668815\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"section\" data--id=\"0\" data-obj-id=\"0\" data-elementor-id=\"54787\" class=\"elementor elementor-54787 e--0\" data-elementor-post-type=\"elementor_library\">\n\t\t\t<div class=\"elementor-element elementor-element-e907126 e-con-full e-flex e-con e-parent\" data-id=\"e907126\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-20e8a78 e-flex e-con-boxed e-con e-child\" data-id=\"20e8a78\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a816697 elementor-widget elementor-widget-heading\" data-id=\"a816697\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Bespoke sales training<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d656384 elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"d656384\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">You are not buying a day of training.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9eaddbb elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"9eaddbb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>You are buying a change in how your team sells, and the proof that it worked. A short call to work out what would need to change, and a date that works<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a5ec0c elementor-widget elementor-widget-button\" data-id=\"7a5ec0c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"\/book-a-call\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Book a free consultation<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Sales training Why Sales Training Fails Not because the content is wrong. Because of what happens in the room, what happens in the ninety days after it, and the fact that nothing ever expires. By\u00a0Iain Swanston, Founder, Klozers Diagram: without reinforcement, what a team does after training declines within weeks. Three interventions hold it: a &#8230; <a title=\"Why Sales Training Fails\" class=\"read-more\" href=\"https:\/\/www.klozers.com\/nl\/why-sales-training-fails\/\" aria-label=\"Meer op Why Sales Training Fails\">Lees meer<\/a><\/p>\n","protected":false},"author":2,"featured_media":55568,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[368,51],"tags":[39,30],"class_list":["post-10177","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-general-training","category-sales-consulting","tag-sales-management","tag-sales-tools"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts\/10177","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/comments?post=10177"}],"version-history":[{"count":48,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts\/10177\/revisions"}],"predecessor-version":[{"id":55852,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts\/10177\/revisions\/55852"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/media\/55568"}],"wp:attachment":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/media?parent=10177"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/categories?post=10177"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/tags?post=10177"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}