In this episode of Connect and Convert, Dave Salter and Dennis Collins tackle the common issue of sales training going in one ear and out the other. They share that most training material is forgotten within a week, wasting time and money. To help explain why this happens, they reference the Ebbinghaus Forgetting Curve. But don't worry - they have a solution! Invest in sales training that is customized and relevant to your business and focused on spaced repetition. Dennis Collins emphasizes the importance of installation or follow-up to ensure the training sticks. He suggests setting up a team with a dedicated manager who can provide sales personnel with consistent feedback, practice, and correction. After all, owners can't always be sales managers too.