Skills vs. Behaviors: The Training Gap Nobody Talks About
There’s a fundamental gap at the heart of sales training that most organizations never recognize: the difference between teaching skills and changing behaviors. Skills are what reps know how to do; behaviors are what they actually do under pressure. Traditional training excels at building skills reps can demonstrate techniques in role-plays, pass assessments, and articulate frameworks perfectly. But when they’re face-to-face with a skeptical prospect, pipeline on […]
