In many developed countries around the world the ageing population is resulting in a decreasing talent pool for many employers. In the UK for example, there are already 9.4 million people over 50 in employment, accounting for over 30% of the workforce. (CIPD).
According to Dettaman and Sternberg (Transfer on Trial 1996) 86% of skills training fails to transfer into the workplace, and of the 14% that does there is dissipation within four months. Peter Fullbrook looks at the fundamentals of why so much sales training is so ineffective and what can be done about it.