How to Make Training Effective in 2022

Beverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

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Dear Bev,

We spent a small fortune in 2020 and 2021 on training for our advisors. We need them to get better at business building and finding new sales opportunities. Only a couple took the material and ran with it. The others reject everything we offer, saying their job description is not as a salesperson. I’ve read much of what you have written about the changing competitive landscape and how financial and advisory firms are asking more of their advisors – and most are asking for new business. It’s not like these advisors can go somewhere else and just service clients; they are going to be asked to sell wherever they go.

I know you can’t force people, and there are carrot and stick options. But I resent having invested so much money giving advisors the tools they need, and yet they reject what we’ve done.