2 Steps Forward...

...3 steps backward.

I recently blogged about my strong desire and plan to change the game in training. Just this week we experienced the pain of not taking time to do a training needs analysis when the initial results of our level 3 evaluations started rolling in.

Setup: I'm training for a large corporation who, in January, decided to launch a new sales team but refused my request to perform a Training Needs Analysis opting instead for "the same new hire training you've given us before."

Action: I trained the new reps -- whose role is definitely different than the typical newly hired sales reps I normally train -- using the existing new hire training material.

Result: Poor performance and the blame game has begun. I don't want to play that game, though! I want to CHANGE the game...

Response: The leadership team has now agreed to let me conduct the Training Needs Analysis so we can develop targeted training for this new sales role.

Expected Outcome: Success!

Lessons learned: I need to push MUCH harder if I want to actually change the game. I will. Please join me -- what are your stories? What are your unfreezing strategies?