|
Huthwaite has spent the last 35 years implementing sales performance improvement solutions for the world’s leading sales organisations. At the same time, we’ve spent considerable time studying two areas of human performance research:
- The principles of adult learning
- Effective change management
What we’ve learned from these efforts is that even the best-designed classroom experience will likely fail if it relies on training alone to drive expected outcomes. Achieving a measurable, tangible and significant change involves more than just good training.
We’ve organised our findings into Four Truths:
Truth One
Organisations don’t make changes easily, nor do they make changes on demand. Only those activities that are measured will get done; the engine of change is measurement.
Truth Two
Adults only learn in the context of what they judge to be important and relevant. Huthwaite’s research reveals that sellers remember and apply four times as much from training perceived as highly pertinent to their jobs than they do from generic training.
Truth Three
Spending time in classrooms is an expensive proposition. Classroom time should be devoted to the kinds of learning that require interpersonal practice and feedback.
Truth Four
Organisations don’t change suddenly. Success demands effective reinforcement, coaching and objective individual assessment.
|
