When applied properly and when people are trained properly, we see huge improvements in their sales results. We see huge improvements in workforce productivity. We see huge improvements in business results, all of it. So working with 75 salespeople, pharma salespeople selling a particular therapy, we train them for, what was it, a day? Trended up their managers to keep coaching them for the next three months. Three months later, according to the company, not according to us, their market share went up like a hockey stick. They said it was 100% attributable to the training that we did because there were no other variables that were changed in the system. So that was really… I did not expect that. That was remarkable. If you want to scale it up beyond that… What I named companies I’m allowed to get British Telecom, which took nearly 3,000 managers through our trading. We trained up 90 people to keep coaching them after the one or one and a half day workshop was over. And they measured the impact of this in year two. And what the CFO and his investment in efficiency engineers claimed is that this whole training program improved productivity across 35,000 engineering workforce by nearly 9%, earning them 120 million pounds of cost and every measure of human engagement went up on there.
It was a quarterly engagement survey. So this is why learning how to make your conversations with other people as truthful as possible, that’s how it could pay off. Again, applied properly.
