Why doesn’t training work!?
Why doesn’t training work and what has that to do with assessment and follow up? Assuming the actual quality of design and delivery is good then the most likely reason that training fails is:
- The wrong needs were diagnosed in the first place
- The participants lacked motivation or headroom for growth
- There was no reinforcement or help with application post course.
Assessment enables you to target training where you will get greatest leverage and potentially see real growth in sales. We partner with Salesassessment.com who are world leaders in providing an online sales assessment tool that measures and benchmarks key competences for a range of specific sales roles. Which means you can:
- Create an in-depth training needs analysis for the
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whole sales team
- Identify who among your average sales performers has real potential to be a high performer
- Make sure you have the right people in the right sales roles doing the right things
- Develop people from a menu of benchmarked behaviours and skills rather than a menu of courses.
We recommend but don’t insist that clients incorporate assessment as an integral part of their sales training project.
In sport if you want to learn a new skill or behaviour you need to repeat and refine until it becomes second nature this is equally true of selling and management skills. Without reinforcement a great deal of training is lost as sales people focus on target forgetting that the behaviours and skills they have just learnt will enable them to improve performance. If assessment tells you where to focus follow-up continues this for
the long game enabling individuals to change and grow .
Our follow up options are:
- Briefing notes for sales managers on the learning content that their subordinate will be participating in.
- Real time coaching training for sales managers enabling them to link assessment to training to changes in behaviour and sustainable improvement in skill.
- Download learning bursts, video reminders and keep up to date with the latest in sales thinking.
- External coaching by one of our specialist associates
- Gap modules to support core learning.