Sales Programs That Produce Guaranteed Results |
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We very deliberately describe the Sales Training Programs we run for our clients as just that - complete programs - not just sales training workshops! Ask anyone whether they have learned more from attending a training workshop or working in their 'real job' and you know what the answer will be! The greatest challenge for any training provider has always been "how do we get them to actually use what they have learned once they get back to work?" This is of course just as big a concern for the employer or manager of the person who participates in the training. To address these very valid concerns, all of our training programs have now been structured to go through the four stages defined above and described below in some more detail. To find out more about how we can guarantee the results, talk with us about what you need or want those results to be. Pre-work
We know that when we ask people to complete some form of pre-work, they at least start the thinking process about what they will be achieving at the event. Some learners find the process of thinking about outcomes or challenges they face to be particularly useful as it helps them shape their thoughts and focus their minds on the day. There are many things that the direct Manager of the learner can do to assist with creating the right mindset. Every one that has completed our Max ROI Sales Training Sales Management Program has been equipped with a broad range of new and enhanced skills. Workshop
The design of the workshop has to be structured to take advantage of worlds best practice in instructional design. Having invested heavily in our personal and professional development, all our workshops are now designed to these demanding standards. We appreciate the importance of the workshop being facilitated by professional facilitators who understand these design principles and delivery methodologies. Transfer
We make sure that each of the learners are aware of their responsibilities towards successful post workshop transfer. During each of the initial learning workshops, we provide opportunities to design real life implementation strategies and actively discuss methods they can use to get the most out of the training. Added to this, we interact with the learners after the initial training to continue the learning. Resources are supplied that keep the learning front of mind over the coming weeks and months whilst they embed their new behaviours. Evidence
We have since come to realise that the learners themselves get substantially more out of the evidence stage than anyone else does! Knowing that someone is actually going to follow you up, makes the learner much more likely to apply their new or enhanced skills plus enroll their manager in the process. Feedback mechanisms have had to be developed and enhanced as this all important stage has risen to the level of priority that it so richly deserves. What Next?If you have read through to this point then you absolutely appreciate the importance of designing every sales training using these all important 4 stages. Talk with us about making sure your next sales training program achieves the kind of guaranteed success that you want. |
We know from our research (and experience) that if you ask learners to complete multiple hours of work before attending most workshops, they are highly likely to either not do it or cram it in just beforehand. Often this is done either the night before, the morning of and quite possibly on the way to the event itself! It begs the question as to why bother to do it at all?
The term workshop can represent any form of initial learning. Whilst it often is a 'face to face' workshop, the most important thing to remember is that this is only the initial learning stage of the program! Too often in the past, we had encountered managers that sent their teams along to 'go to a workshop' and then get back to work? That sends the entirely wrong message and will not create the outcome that everyone wants to achieve.
This has become the equally (if not more important) stage of each of our programs. There are a multitude of strategies that can be deployed to reach inside the learners mind during and after the 'workshop' stage. We work with the learners' manager to ensure this all important stage is as fully supported as it absolutely needs to be, to ensure successful transfer of the learning back into their daily activities. It is worth mentioning our 
When we were first asked why we are so insistent on the evidence stage being part of our process, the obvious answer was that we wanted to know that the training had worked. It helped us know where we were doing well and any areas that need development. It also allowed us to provide feedback to the managers of those learners so they knew that their investment was well justified (very handy in the world of training!).
