Why Do Case-Based Training Programs Fall Short in Real-World Impact? What Is the Optimal Approach to Presales Training?

More than one client has complained that the presales training they attended previously wasn't effective. When asked why, the primary complaint was that the cases used in training were too far removed from their company's actual business. The sessions felt fresh and discussions were lively, but after the training ended, participants didn't know how to apply what they learned to real project opportunities. They still couldn't solve the presales challenges within their own organizations. Both the company and the trainees concluded: "The training was useless!"

Clearly, these companies have fallen into the "case-based training" trap!