During a major pitch I was asked by a senior manager, " how important is it for us to do all this work after the training?" A question I'm afraid is quite common when your a slaes manager and up against time.
My answer, " That depends on how important your initial investment is to you"
Follow up to training is crucial and if you invest in training without a follow up plan then you might find you have to spend more money on more training sooner than you might have liked to. So when budgeting for training remember to count the after delivery process too.