By Tibor Shanto
Change is a constant, it’s all around us, and it’s hard; keeping up is a continual challenge. And while change does bring good, you know what they say about too much of a good thing? Yet we, pundits and leaders, ask people to take on more change every day. Salespeople are asked to change themselves, change how and who they deal with, change the focus of their conversations, and more.
My job as a trainer is to drive change. This requires we first shed some of the old, to make room for the new. Sustainable change requires uprooting old habits to plant new practices. Many start out trying to layer on something new on top of something they already have in place. For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. Recognizing they need to bring me in is
