From Training Industry: The Diffusion of Innovation and Successful Sales Training Programs

From Training Industry

The Diffusion of Innovation and Successful Sales Training Programs

When we announce a new training program, particularly one calling for new behaviors, what response should we expect? Most people resist change; we like certainty, preferring the current position. According to Daniel Kahneman’s research, the average person needs a 2-to-1 perceived advantage when facing a coin toss scenario to abandon his or her current position.

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https://trainingindustry.com/articles/sales/the-diffusion-of-innovation-and-successful-sales-training-programs/