Reasons For Training Reinforcement


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Typical sales training is not effective, this presentation demonstrates the importance of reinforcement when training employees.

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Reasons For Training Reinforcement

  1. 1. The Reasons for Training Reinforcement<br />Presented By: Sales Progress<br />
  2. 2. Introduction<br />What is training Reinforcement?<br />Long Term Commitment<br />Post- Training Learning<br />Applied lessons to real world issues<br />An imperative component for a positive ROI on training<br />
  3. 3. Research<br /> 55% of respondents listed “lack of post training implementation” as one of the top weaknesses of sales training. <br />Sales Performance International<br /> Participants in sales training forget half of what is taught within 5 weeks. <br />Sales Performance International<br />
  4. 4. Research<br /> 46% rated “coaching by the sales manager” as one of the most Effective ways for reinforcing new sales skills<br /> 43% rated “follow up training classes” as one of the most effective ways for reinforcing new sales skills<br /> 33% rated “technology reinforcements and support” as one of the most Effective ways for reinforcing new sales skills<br />Sales Performance International<br />
  5. 5. Research<br /> When sales managers are used to reinforce sales training, retention is increased by up to 63%.<br />Ventana Research<br /> ROI on training quadruples from 22% to 88% when reinforced by in-field coaching and reinforcement.<br />Ventana Research<br /> Training + Coaching led to an increase of 88% in productivity, vs. 23% from training alone.<br />Centre for Management and Organizational Effectiveness<br />
  6. 6. Ideal Solution<br /> A post training process would be in place, even before first training interaction<br /> Training would be complemented/reinforced with coaching conducted by management.<br />
  7. 7. Ideal Solution<br /> Managers would have the time to adequitely coach.<br /><ul><li>According to Centre for Management and Organizational Effectiveness and Sales Executive Council the optimal amount of coaching needed per month per rep is 35 hours.
  8. 8. Fewer than 30% of reps receive the optimal amount of coaching time, and nearly 50% receive less than 3 hours per month.</li></ul>Centre for Management and Organizational Effectiveness and Sales Executive Council<br /> Sales Managers would have required skills/ training to effectively coach their staff<br />2/3 of people believe their company doesn’t provide adequate training for managers.<br />2009 Leadership Skills Survey, Delta Point, Inc.<br />
  9. 9. Progress Solution<br /> Management is Trained on Effective Coaching theory and methods<br /> Typical Sales Training is reinforced by technology for days/weeks/months/ years following training event<br /> Because Management Time is scarce combine technology and self directed learning, with coaching to optimize results<br />
  10. 10. Contact Us<br />We can help you reinforce any training with our innovative system. <br />Call us or email us:<br />262-240-1077<br /><br /><br /><br />(company blog)<br />