how to ensure that sales training sticks
TRANSCRIPT
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CRITICALSales Management Actions to Ensure Sales Training Sticks
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Sales Training programs too often fail to deliver the desired business results
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Sales professionals will likely forget 80% of training material within 90-120 days after training is delivered
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Failure is
frequently caused
by a lack of
expectations after
training
clear
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key question to ask before
launching a new
Sales Training
program
The
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before, during
and after the
training
What will Sales
Managers
do
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Before the Training Sales Managers should:
Preview the Training
Communicate the Training
1
2
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Review the training material and understand the post-training reinforcement plan
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Ask questions
before participants are involved
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Discuss critical responsibilities to reinforce concepts and skills
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During the Training Sales Managers should:
Be Visible and Participate
Minimize disruptions
3
4
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Attend and participate in training to…
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Send a powerful
message about the
importanceof the training program
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Minimize disruptions
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Allow sales professionals to
on training and retaining
information
focus
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After the Training Sales Managers should:
Communicate Follow Up Expectations
Commit to a Reinforcement Plan
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6
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It's critical that Sales Managers know what should happen the day after the training
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Will the new tools be available?
Will there be assessment questions?
Are there follow up sessions scheduled?
QUESTIONS TO CONSIDER
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Sales Managers must clarify what happensand how the skills will be applied
next
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Work with the training provider to create a Reinforcement Guide
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• Support activities
• Timeline for completion
• Summary of key concepts
• Activity checklist
• Role plays
• Discussion topics
Guide should outline:
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Preview the Training
Communicate the Training
Be Visible and Participate
Minimize Disruptions
Communicate Follow Up Expectations
Commit to a Reinforcement Plan
6 CRITICAL MANAGEMENT ACTIONS
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Learn how to transition star sales reps into high performing sales managers!
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BY Ray Makela.
@RayAMakela