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

1. The Reasons for Training Reinforcement Presented By: Sales Progress

2. Introduction What is training Reinforcement? Long Term Commitment Post- Training Learning Applied lessons to real world issues An imperative component for a positive ROI on training

3. Research 55% of respondents listed “lack of post training implementation” as one of the top weaknesses of sales training. Sales Performance International Participants in sales training forget half of what is taught within 5 weeks. Sales Performance International

4. Research 46% rated “coaching by the sales manager” as one of the most Effective ways for reinforcing new sales skills 43% rated “follow up training classes” as one of the most effective ways for reinforcing new sales skills 33% rated “technology reinforcements and support” as one of the most Effective ways for reinforcing new sales skills Sales Performance International

5. Research When sales managers are used to reinforce sales training, retention is increased by up to 63%. Ventana Research ROI on training quadruples from 22% to 88% when reinforced by in-field coaching and reinforcement. Ventana Research Training + Coaching led to an increase of 88% in productivity, vs. 23% from training alone. Centre for Management and Organizational Effectiveness

6. Ideal Solution A post training process would be in place, even before first training interaction Training would be complemented/reinforced with coaching conducted by management.

8. Fewer than 30% of reps receive the optimal amount of coaching time, and nearly 50% receive less than 3 hours per month.Centre for Management and Organizational Effectiveness and Sales Executive Council Sales Managers would have required skills/ training to effectively coach their staff 2/3 of people believe their company doesn’t provide adequate training for managers. 2009 Leadership Skills Survey, Delta Point, Inc.

9. Progress Solution Management is Trained on Effective Coaching theory and methods Typical Sales Training is reinforced by technology for days/weeks/months/ years following training event Because Management Time is scarce combine technology and self directed learning, with coaching to optimize results

10. Contact Us We can help you reinforce any training with our innovative system. Call us or email us: 262-240-1077 Tim@SalesProgress.com www.SalesProgress.com http://www.salesprogress.com/coaching-leadership/ (company blog)