Training Retention Curve
Its human tendency we usually forget 80% of what we had learned in the classroom within 30 days. Most of us have gone through this common experience, after finishing a good training program we all felt the emotional highs, take pictures, even take selfies with trainer but only to see in few days whatever the training we attended just gets faded away , we get caught in our routines and forget to implement the newly learnt skills. There is nothing wrong about it, it is human behavior. What is needed is a mechanism to continue our learning process. If the trainer responsibility is to teach the fundamentals and how to play the game, it’s the coach who further sharpens the game
Reference Aberdeen Report: Organizations who use post-training reinforcement see 34% more first-year sales reps achieve quota. –Aberdeen, 2015 https://www.aberdeen.com/hcm-essentials/once-is-not-enough-why-sales-training-reinforcement-is-a-must-have/
Reinforce Best Practices
Image Courtesy Source : Sales Management Research Group
Over the years of attending multiple one-off training programs, we came to the conclusion it doesn’t work for the long term. It's not giving the right pay-back for the organization's investing in training programs. Later the blame squarely falls on either the trainer or the sales folks who did not implement the learned skill. So what's the solution. Taking some of the successful clues from world-class life transformational coaches and Gurus we found they adopt a successful consistent follow-up mechanism to reinforce the learning, which made huge transformations for individuals as well for teams. The same success formula is applied here. At GreatWorks we have structured Coaching framework to ensure the learning in classrooms are implemented, tested and if found to be working is made to hardwired into the behavior.
Managers don’t have the time to coach
The traditional scenario is the stressed out Sales Managers passes the pressure downstream that’s his boss passed on to him or he might be an individual contributor who is super busy, Or the typical scenario in the SMB space is, there is a hybrid business owner who doubles up as a sales manager managing sales teams, both of them are pre-occupied in their routines, with no time for even one on one meeting with sales teams leave alone coaching their teams, this shallow approach never produces results and, it only leads to a quick sales attrition. which hampers the growth plans.
Execution is the key to success
Management experts say the number one reason for business failure has less to do with market demands, people, product or processes or even resources- its execution. Coaching program bridges the gap between the theory and execution. The Sales Coaching program is a continues engagement for the improvement of the salespeople to become Sales Champions. Sales coaching stems from some of the best-proven coaching proven methodologies, a coach by your side offer expertise, a third party perspective, most importantly an accountability partner, provides targeted advice and act as a safe sounding board.
