Through the years, a variety of executives and managers have asked me, “How do you buy sales training?”
In early 2000, a very savvy HR Executive, Sheila Ireland, asked me this very question. At that time, I was working for Dale Carnegie Training in Philadelphia. I had all of my training models, like the Kirkpatrick model which measures ROI (Return on Investment), and I was ready to share my 4-step behavior model.
As I prepared to answer, Sheila put her index finger over her lips and said, “Shhh. I purchase millions of dollars of training each year. Let me show you how I buy.” Continue reading