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1. Decide what behavior changes
you want from the training
2. Research practical considerations
for training development and implementation
3. Gather training recommendations and
assess likely effectiveness of each in achieving
objectives
4. Remove
obstacles to the behavior change
5. Plan the
role for field sales managers in implementing the training
6. Plan for
on-the-job coaching and performance management
7. Plan methods for
assessing behavior changes on the job
8. Plan the
roll-out of training
9. Plan for
other changes to support the
strategy that have little or nothing to do with training.
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