Bankers spend money on sales training because they expect a decent return on the expenditure. If the returns don't materialize, the bankers criticize the training and blame the trainer.

In the majority of cases, they're looking in the wrong place for the cause of failure. Most often, they should examine their own institutions, because without doubt the leading cause of disappointing sales results is the absence of an effective sales culture within the bank. Without the right kind of culture, even the best sales training won't help.

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