Coaching
Building confidence in a sales force, maximising the investment in training and developing latent skills and competence cannot be achieved in a classroom, nor are sales managers trained (even if they had the time) capable. And yet without coaching and mentoring salespeople are not likely to raise their performance!
Studies have shown that although candidates understood as much as 80.0% of what they learn in sales training workshop, within 8 weeks they were able to recall less than 15.0%, and used less than 13.0%. And yet companies pay for 100.0% of the experience.
It is not all the fault of the sales trainers or the programmes. In reality much of the blame lies with the company itself. The reason most sales training fails is because the skills covered in class don’t transfer to the field. What is taught just doesn’t get used. In a nutshell, here is what DaiShõ knows…
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Transfer requires multiple tools. Each tool needs to have an appropriate level of measurement and management accountability attached to it -
A big part of the problem is tied to poorly documented sales processes that are hard to reinforce and transfer
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Equally, a lack of focus on the right skills, that have the greatest impact, is not always professionally assessed
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A lack of post-training mentoring reduces the retention and consequent application of what is learned
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Finally, as important as post-training reinforcement is, the process begins before the workshop and permeates the entire learning process
DaiShõ has a 16 week mentoring programme that ensures optimal retention, maximum recall and determined application back in the field
