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The Training Issue Old habits die hard. Nowhere is this adage more apropos than in the field of sales training, which so often seems to produce an unimpressive ROI. Our research shows that 87% of what is learned in sales training—unless reinforced outside of the classroom—is forgotten within three months. It turns out that this has more to do with a company’s culture than a salesperson’s aptitude. Even great training will produce uninspired results unless managers and executives have established clear roles and responsibilities for changing the behaviour of their sales people. How Huthwaite Can Help Huthwaite has a label for ensuring clear roles and responsibilities across a company: alignment. Alignment prepares a client to embrace what is necessary for a return on investment from the initiative. It requires consensus in three areas among senior leadership, whether that’s intra- or inter-divisional. In simple terms:
We cannot stress enough the importance of addressing each of these three areas. For example, take the third step of post-classroom reinforcement. Technically, it is the process of expecting and empowering salespeople to revisit, practice and internalise the skills, behaviours, tools and processes introduced during training. In reality, it is the difference between success and failure The key is to offer individuals a path to excellence that addresses their particular strengths and weaknesses. Accordingly, we provide participants with the Huthwaite Extended Learning Program™, an on-line collection of self-paced and manager-led exercises and tools that:
Huthwaite has a whole battery of reinforcement tools proven to help salespeople form new selling habits, with the support of coaching and corporate culture. |
